Principal Sales Solutions, Group Insurance

As an Insurance industry expert in the Group/Employee Benefits Insurance line of business, develops and drives large and/or complex business solutions for targeted/assigned customers. Provides in-depth solutions based on specific customer's business needs. Oversees holistic solutions from business perspective, taking into account all realities and constraints such as solution fitment, functional coverage, costs, contract terms, business conditions and the technical environment of the client.
- Responds to RFPs, RFIs, Proposals for Group Insurance companies in APAC region with a understanding of the business processes and principles in different countries of Asia market
- Conducts detailed demos and performs end-to-end POCs for specific clients based on DXC’s IP, working with and co-ordinating various teams including experts and SMEs from Product and Delivery teams
- Consults the business leaders of the Insurance companies about the solutions offered by DXC and articulates the business values to enable Sales
- Provide feedback and inputs to the DXC product team about market requirements and changing trends
- Understands customer business by actively researching customer to determine business issues. Establishes 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 trusted-advisor relationships with senior level IT executives demonstrating an understanding of key business challenges within customer markets and how Company technology-enabled business solutions can address those needs.
- Provides leadership and strategic guidance with pursuit teams during the solution development process to ensure alignment with overall Company sales and client business strategy. Develops high-level technical 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 solution strategy and vision to senior 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 IT (information technology) services best practices and trends as well as alliances to evaluate and ensure Company solutions and services are meeting the needs of clients. Leverages partner solutions, wherever applicable to continuously find ways to solve customer needs. Provides recommendations to offering organization on new offerings, upgrades/augmentation to enhance corporate competency in meeting the needs of customers.
- Acts as Subject Matter Expert resource and mentor for less experienced Sales Solutions personnel.

**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
- Twelve or more years of business solutions, technical consulting, or sales solutions experience
- Experience working with the technology industry, specifically handling significantly sized accounts
- Experience working with Group Insurance/Employee benefit solution/product portfolios
- Experience developing winning sales solutions and proposals
- Experience working with technology products, services, competencies, solutions and offerings
- Experience working with business environment, business industry and competitor products and services

**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
- Strong interpersonal and presentation skills for interacting with team member and prospective clients up to the Board level
- Ability to work and lead in a team environment
- 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 present ideas, goals, problems, outcomes and processes to be understood by a diverse audience
- Ability to articulate and present the business value of Company solutions with a firm understanding of Company strategies and products relative to Company's major competitors

**Work Environment**
- Office environment
- Ability to travel on short notice
- May require evening or weekend work