CES Account Partner

The Consulting Account Partner leads the go-to-market activity to grow one client or a defined cluster of similar clients for Consulting and Engineering Services (CES). Responsible for developing and executing the multi-year business development strategy and providing sponsorship for delivering CES professional services. Serves as the trusted advisor and primary business contact for the client. Establishes a business-oriented advisory presence for DXC with the client. Acts as a strategic partner to secure initial consulting engagements ("land") by understanding client pain points and offering tailored solutions. Build trust and deepen relationships to broaden the scope of engagement ("expand").
Proactively creates client satisfaction by addressing concerns, ensuring alignment with business objectives, and leading the narrative with the client. Ensures that practice profit objectives, sales revenue targets, personal utilization, and revenue goals are met.

Develop the account plan to drive client value and revenue for DXC.
Ensures that the action items and sales opportunities identified in the account plan are executed within the identified timeline.
Orchestrates the DXC account team to focus on the client value propositions. Oversees cross-business unit CES engagements. Is the single "R" in the RASIC for achieving financial and strategic objectives.
Builds strategic partnerships with client decision-makers and influencers. Demonstrates a deep understanding of client business and provides relevant points of view and thought leadership.
Collaborates with delivery teams to highlight success and create client advocates.
Influences decisions and direction at the executive level.
Develop compelling strategies and win themes for specific proposals and spanning multiple proposals. It is the single "R" for sales pursuits.
Builds an atmosphere of collaboration and trust with both the client and the account team.
Manages "offering" resources active in the account. Assesses their performance and development.
Employs "land and expand" approach to secure initial wins and convert them to broader, multidimensional engagements. Cross-sells and upsells for maximum client value and CES revenue.

In-depth Industry Knowledge: A strong understanding of the FSI sector, including current trends, regulations, and market dynamics. Understanding the business process for exampling in capital markets, retail banking and/or wealth management.
Regulatory Knowledge: Staying updated with the latest financial regulations and ensuring compliance.
Technological Proficiency: Familiarity with the latest financial technologies (FinTech) and the ability to adapt to new tools and platforms
Bachelor's degree or equivalent combination of education and experience
Master's degree in business administration or related field preferred
Twelve or more years of industry or client relationship experience
Seven or more years of relevant consulting experience, included
Five or more years of leadership roles, such as driving account strategy or complex project oversight
Experience working with concepts, practices, and procedures in the assigned industry
Experience selling and delivering solutions to multinational clients

Exceptional interpersonal, communication, and negotiation skills
A strategic, collaborative, flexible, and action-oriented mindset
Strong leadership skills to coach and mentor DXC personnel who engage in the cluster
Ability to publicly represent DXC with clients and other external entities
Ability to anticipate problems and take decisive action with an eye to both client and DXC impact
Ability to understand and identify with client business and market conditions
Willingness to travel and "walk the halls" to establish an enduring, valuable presence with the client
Demonstrated ability to establish initial engagements and grow them into broader partnerships.
Proven track record of account expansion by introducing new services, upselling, and cross-selling