UK Public Sector Deal Analyst / Advisor

The Deal Analyst (DA) works as part of the Deal Advisory and Competitive Market Analysis team. The DA draws together elements of competitive and market intelligence, understanding of client requirements, knowledge of service offerings and technical solutions, cost structures, and pricing methodologies to help DXC Technology develop compelling and competitive propositions for our clients.

The DA engages early in the sales process to support deal shaping and qualification support. This involves working closely with the opportunity owner to better understand the clients business objectives, competitor landscape and market analysis for the provision of like services.

The DA is an integral core team member on pursuits, leading the team in determining the customer business case, driving the analysis and facilitating an understanding of the competitive market price, advising sales on competitive positioning strategy by utilizing the client’s evaluation criteria and market data and promoting a customer centric view on business and commercial points.

In addition, the DA is a critical resource for client facing activities helping to articulate our business value, working with the client on their business case, helping to shape the deal structure, pricing methodologies, and relevant terms and conditions when negotiating and closing new business.

EXPERIENCE / SKILLS REQUIRED :

• Uses competitive intelligence, customer budget analysis, and knowledge of service offerings to help determine a competitive market price and commercial objectives for sales pursuits.
• Engages early in the sales cycle to help shape and qualify the deal to inform the decision-making process.
• Drives pursuit teams towards technical solutions and cost structures that deliver these objectives to create a win-win proposition for both clients and DXC.
• Provides help and direction in the solution strategy, costing, and pricing approach to correctly reflect the client requirements and objectives.
• Develops pricing methodologies and commercial sales strategies that differentiate DXC from the competition and compel our clients to choose DXC.
• Develops and maintains the client-focused TCO throughout the life of the pursuit, so that the client receives a clear, cohesive, and compelling value proposition.
• Makes sure that DXC's pricing and financial positions are clearly documented to client or third-party recipients so they may accurately compare and normalize our bid against the competition.
• Provides pricing analysis and support to pursuit teams and understands the unit cost sensitivities that translate to client price so that pricing structures are viable for long-term contracts.
• Provides direction on financial and business terms and conditions.
• Assists in producing client-facing financial and business documents.
• Assists pursuit leadership team in resolving issues related to the pursuit commercial work stream.
• Assists in implementing action plans to remedy any deficiencies in solution, cost, or pricing models.
• Assists in client negotiations of final contract, supporting pursuit leadership with financial and business insight.
• Ability to explain the deal construct and story behind the winning price point to CxO level both internally within DXC and externally to clients and third-party advisors.
• Candidates should have demonstrated business acumen and proven experience in the IT Services industry with either a commercial, financial or technical background, but with strong business / commercial knowledge and understanding of the IT Services industry.
• At least 5 to 10 years of business financial solution development experience, including knowledge and expertise in pricing, costing and market competitiveness.
• Experience developing commercial and business solutions in a technical environment that comply with client requirements.
• Experience articulating the financial and business solution with a value proposition in a sales environment.

OTHER RESPONSIBILITIES :

About the company

DXC Technology is an American multinational information technology services and consulting company headquartered in Ashburn, Virginia.

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