SAP Managed Services Growth Leader - ANZ

Job Description:

DXC Technology (NYSE: DXC) - where brilliant people embrace change and seize opportunities to advance their careers and amplify customer success. We live in more than 70 countries, speak multiple languages and work with over 6,000 customers on almost every continent. We harness the power of technology to deliver mission-critical IT services that drive progress and innovation worldwide. DXC.com

As part of DXC Technology, we offer speed and agility with thought leadership on a global scale. This enables us to design and deliver innovative, market-leading solutions that empower clients to transform their businesses and the broader market.

DXC Australia and New Zealand Consulting and Engineering Services (ETP & SAP) Practices help customers develop, integrate, implement and manage enterprise applications, including SAP, Oracle, Microsoft, ServiceNow and Salesforce.

The Role

An opportunity has arisen for an experienced Managed Services Growth Leader to join our DXC family in Australia, supporting the ETP & SAP practices across Australia and New Zealand (ANZ). This role can be based in any major Australian capital city - suitable candidates must hold valid working rights for Australia.

We are seeking a seasoned Growth Leader to oversee the presales efforts for the ETP & SAP offerings in ANZ. The ideal candidate will ideally have an established background in SAP Managed Services and will be responsible for driving growth, leading the presales team to deliver innovative, high-quality solutions, and managing the development of client-facing proposals and engagements. This role will focus on aligning presales strategies with customer business outcomes, ensuring a seamless approach to sales enablement and service delivery.

The Growth Leader will play a pivotal role in defining the vision and direction for presales activities, driving the development of tailored solutions, and collaborating closely with customers to ensure their needs are met while advancing DXC’s business objectives. The role also includes working closely with capability leadership to ensure alignment on resources, solution quality, and presales strategies.

This position requires strong leadership and communication skills, a deep understanding of presales methodologies, solution design, and the managed services landscape. The successful candidate will possess expertise in client relationship management, business development, and the ability to drive strategic growth in the managed services portfolio.

Responsibilities:

Operational

• Oversee and ensure the effective execution of the presales processes for ETP and SAP practices within the ANZ region.
• Collaborate with the global presales and solution teams to translate global strategies into localized plans for the ANZ market.
• Ensure all presales activities align with the company's Service Execution Framework (SEF) and Service Delivery and Assurance (SDA) processes.
• Provide leadership and guidance to presales teams, ensuring they are equipped to deliver high-quality proposals, solutions, and presentations to potential clients.
• Drive continuous improvement in presales methodologies, proposal development, and solution design to enhance overall effectiveness and success rates.
• Ensure the integration of new technologies, industry trends, and market conditions into the presales approach, keeping the team at the forefront of innovation along with capability leadership team.
• Leverage AI technologies and solutions in presales activities, identifying opportunities to integrate AI for service delivery improvements, automation, and innovative business solutions for clients.

Sales / Client Management

• Lead the presales efforts to maximise the potential of ETP & SAP practices within key client accounts.
• Work closely with sales and delivery teams across practice as well as hub teams to develop strategies that align with client business needs and objectives.
• Develop and present tailored solutions that address the unique needs of each client, ensuring alignment with the client’s strategic goals.
• Build strong relationships with key decision-makers within client organizations, acting as a trusted advisor for their enterprise application needs.
• Collaborate with clients to understand their pain points, challenges, and aspirations to craft compelling, value-driven proposals.
• Continuously monitor and analyse customer feedback and market trends to adjust presales strategies and offerings as necessary.

People Management

• Lead and mentor the presales team, motivating them to achieve individual and team goals while maintaining high standards of quality in solution design and customer engagement.
• Foster a culture of learning and professional growth within the team, ensuring team members are kept up to date on the latest technology and industry best practices.
• Establish clear performance expectations and provide regular feedback to team members, ensuring professional development and career progression.
• Promote the use of ITIL and other relevant product certifications, encouraging the team to continuously improve their knowledge and expertise.
• Demonstrate leadership through the application of DXC values, guiding the team to uphold and embody the organization’s principles in all interactions.

Key Skills and Experience Required:

• Extensive experience in presales leadership, with a focus on Enterprise Applications.
• Strong background in solution design, proposal development, and client presentations, with a deep understanding of customer needs and business drivers.
• Demonstrated ability to lead and inspire a team, providing guidance and mentorship to help team members succeed.
• Proven ability to collaborate with cross-functional teams, including sales, delivery, and solution architects, to deliver comprehensive solutions.
• Excellent communication, presentation, and interpersonal skills, with the ability to influence key stakeholders and build strong client relationships.
• A deep understanding of the Enterprise Applications landscape, including current industry trends, competitive landscape, and emerging technologies.

Key Performance Indicators:

Presales Effectiveness: Achieve targeted win rates for proposals and solutions presented to clients.

Customer Satisfaction: Ensure high customer satisfaction levels in all presale’s interactions, contributing to long-term relationships and client retention.

Sales Growth: Support the sales team by ensuring that a steady pipeline of qualified opportunities is generated through presales activities, contributing to new logo acquisition and account growth.

Team Development:

• Improve team engagement and satisfaction through regular feedback and professional development.
• Ensure ongoing learning and development, including completion of relevant certifications and technical training.
• Maintain a low team turnover and ensure high levels of motivation and performance.

Operational Excellence:

• Maintain high-quality standards in all proposals, presentations, and solution designs.
• Ensure efficient collaboration between the presales team and other departments (sales, delivery, etc.) to streamline processes and deliver seamless client solutions.
• Achieve a high level of presales productivity and ensure timely delivery of all necessary documentation and presentations.

DXC Culture & Benefits

DXC Technology is dedicated to ‘putting its people first’. We offer competitive remuneration; benefits, training and career opportunities and a culture that demonstrates our employees are our priority. Some of our benefits include but not limited to:

• DXC University
• Education Assistance
• Reward & Recognition
• Staff Referral Program
• Novated Leasing
• Health Insurance (discount program)
• Volunteer Days / Emergency Services

At DXC Technology, we believe strong connections and community are key to our success. Our work model prioritizes in-person collaboration while offering flexibility to support wellbeing, productivity, individual work styles, and life circumstances. We’re committed to fostering an inclusive environment where everyone can thrive.

Recruitment fraud is a scheme in which fictitious job opportunities are offered to job seekers typically through online services, such as false websites, or through unsolicited emails claiming to be from the company. These emails may request recipients to provide personal information or to make payments as part of their illegitimate recruiting process. DXC does not make offers of employment via social media networks and DXC never asks for any money or payments from applicants at any point in the recruitment process, nor ask a job seeker to purchase IT or other equipment on our behalf. More information on employment scams is available here.