Project description
The Role
We are looking for a Regional Head of Sales, R&D Engineering for the North America region. You will be accountable for all key front-end activities of the R&D Engineering Line of Business (LoB) in the region: sales, business development, and strategic account management. Your mandate is twofold: build the regional sales organization and drive expansion into high-growth verticals beyond automotive. The role operates in a matrix structure, reporting to the NA Sales Lead and to the Global Head of R&D Engineering, and works closely with senior leaders across service delivery, product development, and marketing.
This is a player-coach role. You will build and lead a team of individual-contributor sellers while carrying a personal quota alongside the team target. Initially you will personally drive revenue by opening new opportunities and shaping and closing deals; as the business scales, your focus will shift toward leading and developing a high-performing sales organization.
Responsibilities
Sales Leadership
Build and lead a high-performing sales and account management organization of individual contributors; recruit, coach, and develop the team.
Set targets: quarterly quotas and annual goals for the team and yourself; own resource planning based on offerings and budget, and annual budget planning for the sales and account management cost center.
Report on opportunity progress and overall sales and account management performance; provide risk assessment and reliable forecasting to regional and global leadership.
Collaborate across DXC's regional and global organizations to increase win probability and capture synergies across multiple offering portfolios.
Direct Selling & Business Development
Carry a personal sales quota and personally lead strategic pursuits, particularly while the team ramps.
Acquire new customer business across the full R&D Engineering portfolio in North America, spanning automotive, healthcare technology, consumer electronics, industrial, aerospace, and other sectors with embedded software and intelligent systems needs.
Lead the client acquisition process end to end and work closely with delivery units to drive the RFI/RFP process.
Leverage the full suite of R&D Engineering offerings, from ADAS platforms, digital cockpit and HMI, embedded software development, systems engineering, and Physical AI to testing and validation and partnerships, to open new accounts and expand existing relationships.
Market & Portfolio Expansion
Develop and execute the strategy for expanding R&D Engineering revenue into healthcare technology, consumer electronics, industrial and aerospace, and other embedded-software-intensive industries; own new-to-company customer acquisition in these verticals.
Initiate and oversee partnerships with technology and channel partners that unlock new customer channels or accelerate market entry.
Cultivate cross-functional collaboration with delivery organizations, business units, and horizontal technology practices to package integrated solutions that differentiate in market.
Represent the practice at relevant industry events and professional associations to raise its market profile across target verticals.
Business Accountability
Own the operational and financial metrics and overall business results of the regional front-end organization.
Skills
Must have
Education: A degree in Computer Science / Electronics / Mechanical or Electrical plus MBA (Preferred, but not mandatory).
10+ years' experience in Sales/Account Management selling software services / solutions to Automotive OEM-s and TIER1-s
Working knowledge of modern automotive technologies such as IVI (In-Vehicle Infotainment with focus on Digital Cockpit), ADAS, Autonomous Drive (AD) and Connected Mobility (CM)
Good understanding of Automotive industry ecosystem and an a strong existing contact network
Experience of working in multi-cultural international environment.
Excellent English, articulate, good presentation and negotiation skills.
Nice to have
Other
Languages
English: C2 Proficient
Seniority
Regular
