Job Description:
As the No. 1 provider of core technology to the insurance industry globally, DXC Technology brings unparalleled domain expertise, software and services, and a world-class ecosystem of partners to help insurers achieve their digital transformation objectives.
We currently have around 180 customers in Insurance Software for UK and Ireland accounting for circa $60m in annual revenue and growing. We have brokers, carriers and reinsurers operating in the Life and Pensions, Commercial & Specialty and Reinsurance markets.
They range from very large to very small and most of the clients in the Commercial & Specialty space where the Lloyd’s market is undergoing a huge transformation. We are in the middle of this transformation and each customer will have one or more of our software products. These products typically forms the engine room of their business. This means that right now there is a huge need for our customers to hear from us on a regular basis and this is where you will come in.
We have an exciting vacancy for an ambitious, tenacious, and enthusiastic focused Software General Manager who is looking for their next career step. You will have plenty of opportunities to progress within the business and gain a lot of experience along the way!
You will join a team of colleagues, managing and growing multiple Customer Accounts in the Insurance Industry and mostly in the commercial and specialty part of insurance.
You will be responsible for creating, building and managing the client relationship. You will be in regular contact with the customer to make sure they are receiving a great service, but also for you to understand their business and strategy to identify how DXC can add more value to them as a customer. This also means taking financial, commercial, and contractual responsibility for each customer and the ability to capture and articulate the customer’s strategy.
You will work in a client governance framework to support you and help you to develop your skills and knowledge.
Main Responsibilities
• Report to the General Manager
• Manage senior stakeholder engagement and act as a point of escalation for the Customer
• Accountable for end-to-end client experience
• Build and actively managed growth-focused account plans for each client
• Identify customer opportunities and work with the sales team, offerings, and pre-sales to
develop opportunities
• Bring in customer knowledge to ensure a match of client strategic direction and offer value
proposition
• Lead, coordinate and manage long-term C-suite and business relationships
• Lead client to leverage innovative technologies and business services from DXC
• Constantly scan DXC’s offering portfolio to identify new services that potentially can be
delivered to the client
• Leverage DXC partners and portfolio to drive market leadership position, generate leads up
the Technology Stack and create value for clients
• Gather the winning team to run the account and for each specific deal that is pursued
• Motivate and drive the team to success with a “can do” spirit. Create a culture of trust and
an environment that enables
High-performing teamwork
• Responsible for delivery of Customer Success for sold work
• Responsible for renewals, contract amendments and invoicing
• Responsible for governance process execution
Key Results:
- Meet the consolidated results for each allocated Customer - level (see KPIs)
- Up-to-date account plan that is actively managed, coordinating with the GM, ADL, ISB Delivery, Finance, Legal, Sales, Pre-Sales and the Offerings
- Monthly Revenue delivered
- Strategic and tactical growth opportunities across the offerings
- Client engaged and improved NPS score
- Accurate forecasting (revenue & costs) within +/-5% variation of the committed account forecast
- Receivable Aging Balance >60 days to a maximum level of 5% of the total AR balance#
Key Skills Required:
- Senior Stakeholder engagement: Build and manage strategic senior stakeholder business to drive growth and value creation of the portfolio
- Contract management
- P&L Management
- Forecasting
- Able to understand and articulate the DXC offerings in and out of Insurance
- Ability to understand the Customer’s business
- Able to interpret annual account statements from clients
- Solution-orientated and problem-solving skills
- Proactive management anticipating client needs
- Able to represent the client’s voice internally in DXC
- Strong communication and written skills
- Highly organized and able to prioritize
- Strong reporting skills
- Action orientated
- Strong client facing and client support skills
- Team leader & player: Ability to work with multiple parts of DXC to drive the best for the client.
Required Behaviours:
- Agility: Respond to the client’s changing needs and requirements, representing the entire DXC portfolio and driving a growth-focused strategic account Industry/Market Awareness: Be aware of industry and technology trends and understand their impact to DXC operations and the client
- Ownership: Take ownership in leading the customer account and the team supporting the customer, driving the end-to-end client experience
- Collaboration: Maintain a good relationship with the client to balance their priorities, address business challenges and look for growth opportunities in close cooperation with the DXC internal organization and partners
- Leadership: Ability to articulate the customer strategy and how DXC can assist them in executing it.
- Embody DXC Values: Live our values through leading by example and continuously challenge ourselves to embed our values in our team interactions Actively
This is a Hybrid role with weekly travel to London required
Investment In Training and Development
We offer a comprehensive range of training and career development opportunities, a structured induction programme, tailored job training as well as mentoring and support for relevant sponsored professional qualifications. We’re developing an environment where people can grow and harness their careers and skills to be the best that they can be to focus on the long term.
Our Culture
Here at DXC, we support with care and compassion. We are constantly evolving our initiatives around equality, diversity, and inclusion to ensure that everyone feels equally involved and supported in the workplace no matter who they are or what they do. We are proud of the culture we are creating to ensure that our commitment is ongoing and have a diverse mix of employees working within an inclusive environment and culture to create a high-performing workforce led by talented leaders. We aspire to be recognised for our innovative and modern thinking approach.
Employee Benefits
As part of our competitive remuneration package, flexible benefits are available. There is an option to “flex up and down” on specific benefits, for example, buy or sell annual leave, Private Medical Benefits, Dental and Travel Insurance. You will also have access to ‘Perks at Work’, a discount store to purchase gift cards at reduced rates and get discounts on holidays, restaurants, activities, groceries and more
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.
