Job Description

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Role: Mainframe Sales Solution leader
Summary
Drives business solutions and strategy for targeted/assigned customers of a smaller to medium size and complexity. Assists Senior Sales Solutions experts in larger, more complex efforts. Develops and provides industry and market expertise as well as technical acumen in developing and executing sale of technical operating strategies, solutions and benefits to meet client's needs and requirements.
Essential Job Functions

• Develops and drives Mainframe solutions and strategy for targeted/assigned customers of a smaller to medium size and complexity while assisting senior sales solutions personnel in larger efforts. Develops and utilizes industry expertise to provide in-depth solutions architecture capability based on specific customer's business needs. Coordinates holistic solutions from both business and technical perspective, taking into account all realities and constraints such as costs, contract terms, business conditions and the technical environment of the client.
• 10+years of experience in a Technology Environment with a strong focus on outsourcing and/or systems integration solutions for Mainframe.
• Research customer and related Mainframe industry to understand customer and business issues. Establishes technical credibility with existing and prospective clients providing the ability to cultivate relationships and envision creative sales and solution strategies that generate additional revenue. Cultivates key relationships with client demonstrating an understanding of business challenges within customer markets and how company technology-enabled business solutions can address those needs.
• Provides Mainframe strategic guidance to pursuit teams for assigned customers during the solution development process to ensure alignment with overall company sales and client business strategy. Develops technical MF operating strategies and solutions, and benefits. Analyzes stakeholders, identifies and recognizes prospect traits and determines how to effectively influence their decision.
• Delivers and sells the technical solution strategy and vision to client executives ensuring the solution embodies company win themes and key differentiators while meeting client expectations and requirements thereby providing company the best chance to compete and win.
• Researches existing industry, market and Mainframe services best practices and trends as well as alliances IBM/Broadcom to evaluate and ensure company solutions and services are meeting the needs of clients. Leverages partner solutions to continuously find ways to solve customer needs.

• As a Solution Architect within the Mainframe Practice Architects group, you will work closely with our pursuit, technical and leadership teams to define and deliver complex customer solutions. You will be responsible for providing technical sales support and be the subject matter expert for key customer engagements. You will also be responsible for influencing the DXC Mainframe services strategy.
• As our ideal candidate, you will possess the Mainframe and Mainframe modernizations technical skills. Expertise needed to lead the design, development, and delivery of compelling solutions. You are a recognized leader within the Mainframe industry and have contributed knowledge in the form of white papers, research articles.
• At a commercial level, you will have built and deployed Mainframe solutions in small to large scale environments. With proven experience overseeing all aspects of Mainframe solutions, your track record of identifying business opportunities and driving profitable success will be exceptional. Your outstanding relationship building skills and ability to develop strong working partnerships will lead you to success in this exciting opportunity.

Job duties include, but are not limited to, the following:

• Provide high-level and detailed consultative Mainframe solutions and technical sales support for selected customer opportunities. Understand business requirements and be able to translate them into technical requirements.
• Perform in-depth and high-level technical presentations for customers, partners, and potential clients.
• Provide consultative support to Solution Architects/Leaders and deal teams.
• Prepare high and low-level Mainframe architecture solutions details.
• Work with customers to understand customer requirements and pain points.
• Prepare cost effective and technically superior solutions to customers business and technical requirements. Showcase / demonstrate value additions to customer
• Prepare and demonstrate POC/ Demos for customer related to DXC Mainframe services and solutions.
• Work with IBM and Various MF SW providers to get the best options and optimal costs for the customers' requirements.
• Mentor Architects in the assigned opportunities. Exhibit leadership and be viewed as a leader by senior management, peers, partners, company, and customers.
• Publish white papers on given topics for internal or external use. Gather product requirements from field and customer and aggregate and submit findings to the cloud portfolio/practice to drive refinement of solutions and offerings.
• Drive adds on sales and business opportunities during the entire process in order to contribute to increased sales volumes.
• Work with a team of Practice Architects within opportunities/deals to ensure successful execution.

Basic Qualifications

• Bachelor's degree or equivalent combination of education and experience
• Bachelor's degree in business, computer science, information technology or related field preferred
• 10+ Years of experience in a Technology Environment with a strong focus on outsourcing and/or systems integration solutions for Mainframe.
• Experience in Mainframe Technology with an expertise in at least 1 technology: z/OS, CICS, VSAM, COBOL, HLASM, z/OS Connect EE services.
• Integration middleware technologies such as zOS Connect, Solace, Kafka, and message protocols/formats such as JMS, SOAP, JSON, XML.
• Experience in enterprise-grade tape and disk storage systems (DASD) for mainframe environments and mainframe storage management solutions like DFSMS, FDR/ABR, CA-1, DFRMM or similar tools
• 10+ years of business solutions, technical consulting, or sales solutions experience

Other Qualifications

• Strong verbal and written communication skills to persuade others through presentations, demonstration and written communication
• Strong communication skills to listen to client and articulate back for solutioning
• Strong selling and negotiation skills
• Good interpersonal and presentation skills for interacting with team members and prospective clients
• Ability to create and maintain formal and informal networks
• Ability to publicly represent company with internal and external clients
• Ability to use own judgment and initiative in problem resolution
• Ability to articulate and present the business value of company solutions
• Ability to present ideas, goals, problems, outcomes and processes to be understood by a diverse audience
• Proven track record with customers across various industries

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