Productivity and Unified Communications Regional Subject Matter Expert - Washington, DC

  • DXC Technology
  • Washington, DC, USA
  • May 18, 2018
Full time

Job Description


Job Description:

DXC Technology (NYSE: DXC) is the world's leading independent, end-to-end IT services company, helping clients harness the power of innovation to thrive on change. Created by the merger of CSC and the Enterprise Services business of Hewlett Packard Enterprise, DXC Technology serves nearly 6,000 private and public sector clients across 70 countries. The company's technology independence, global talent and extensive partner alliance combine to deliver powerful next-generation IT services and solutions. DXC Technology is recognized among the best corporate citizens globally. For more information, visit www.dxc.technology .

The Productivity and Unified Communications Regional Subject Matter Expert (Regional SME) reports to the WW Director of Productivity and Unified Communications, which is part of the Global Workplace & Mobility Offering Group Management (OGM) organization.

Regional SMEs are required to be experts in the Productivity and Unified Communications offerings. Working closely with the two offering group managers and their teams, the primary role of a regional SME is to engage with sales & accounts at an early stage (typically sales stages 1-3) and working with these and other clients facing teams, develop & shape the deal during early stage qualification such that they:

- Increase standardized offering content in deal

- Increase Offering Group Manager's share of deal content

- Support must win deals in their target regions

The Productivity and Unified Communications organization has two offerings groups: Productivity Applications which includes O365 and Skype for Business and Network Services, focusing on campus networking and voice services. Whilst we expect regional SMEs to have a broad understanding of all the offerings within the group, the role will also be required to be a specialist in one of the 2 core disciplines.

As a Productivity Applications SME, you should have the following core skills:

- A deep understanding of the O365 portfolio of services and other complementary technologies

- Experience of defining and transforming a client's workplace onto a hybrid cloud platform based around the Microsoft Ecosystem

- Broad understanding of the wider workplace services market

- Can demonstrate experience of working with clients in a presales / sales role

As a Network Services SME, you should have the following core skills:

- A deep understanding of core campus networking (WAN/LAN) technologies from Aruba, CISCO and/or other complementary technologies

- Experience of working with Skype for Business and Enterprise Voice Services

- Experience of defining and transforming a client's workplace onto a hybrid cloud platform

- Broad understanding of the wider workplace services market

- Can demonstrate experience of working with clients in a presales / sales role

In addition, the role requires the following experience and activities:

- Engages in peer-to-peer dialogue with sales, accounts and clients about their industry and their situation

- Opens new discussions and builds new opportunities with clients, directly supporting the sales and account strategy v

- Constructs the overall high level transformation roadmap for the client

- Builds strong rapport with clients creating respect and trust

- Opens new relationship opportunities within the client environment

- Understands how to construct and gain agreement for business cases

- Selects appropriate tools available to develop and validate business cases including lifetime costing

- Shapes and influences client attitudes to outcomes and key benefits for both the client and DXC

- Engaging with Workplace and Mobility advisory, plan and lead delivery of workshops and facilitated client events

- Ability to propose solutions, addressing client business issues and objectives using a combination of company standardized and customized services.

- Shapes approach to identifying and managing risks and assumptions and for realizing benefits at a program level

- Creates proposal describing the company solution and the associated value proposition

- Provide feedback to the Offering Managers on the performance and suitability of the in-market services

- Assures that correct team is assembled for the engagement form within the Offering Group.

- Owns team business goals. Overall engagement portfolio potential $10M - $15M and/or Service based consulting

Key measures:

- Pipeline growth for offering family service lines

- Revenue to target for offering family service lines

- Not a billable role

Education and Experience Required:

10 years' experience in commercial or public sector client facing roles.

Microsoft O365 experience

Educational degree.

Remote Work Option Available for US Based candidates