Job Description:

The Territory Leader is a senior leadership role responsible for achieving revenue growth within a defined segment of a market. This is accomplished through managing a team of Client Partners covering current Clients, and leveraging business development resources for opportunity origination, and market-based sales professionals for pursuit execution. The Territory Leader oversees these growth activities within a defined geography or industry vertical as assigned by a Market Leader. They operate within a Market sales management process that allocates resources based on business plans and market opportunities. The Territory Leader serves as the point of aggregation for revenue growth performance of the accounts under supervision. These responsibilities rely upon the coordination with Offering-aligned Client Success Managers who oversee the fulfillment of Client commitments. This role combines strategic business development, operational oversight, and people leadership to drive growth. The Territory Leader ensures alignment with DXC’s global strategy while tailoring execution to distinct market dynamics.

Business Growth & Strategy

• Own the territory’s growth strategy, including pipeline development and revenue acceleration

• Collaborate with Service Lines, Delivery, and Ecosystem Partners to shape and execute go-to-market strategies.

• Drive cross-selling and up-selling initiatives across the territory, leveraging DXC’s full portfolio of services.

• Monitor and manage territory-level growth agenda, ensuring revenue growth targets are met or exceeded. Client & Market Leadership

• Serve as an executive sponsor for key accounts, supporting Client Partners in building trusted relationships with C-level stakeholders.

• Ensure consistent value creation for clients, driving satisfaction, retention, and long-term partnerships.

• Stay informed on market trends, competitive dynamics, and client needs to inform strategic decisions and innovation.

• Represent DXC at industry events, forums, and client engagements to enhance brand visibility and thought leadership.

Operational Excellence

• Oversee account growth planning, deal qualification, and governance processes for new business across the territory.

• Leverage data and analytics to monitor performance, identify market trends, and drive operationalization of the market strategy.

• Collaborate with internal stakeholders to position DXC as a reliable partner for future business

People Leadership

• Lead, coach, and develop a team of Client Partners, fostering a high-performance culture focused on growth, collaboration, and client success.

• Set clear performance expectations and provide regular feedback, mentoring, and career development opportunities.

• Drive employee engagement and retention by cultivating a positive, inclusive, and purpose-driven team environment.

• Ensure Client Partners are equipped with the tools, training, and support needed to succeed in their roles.

Qualifications & Experience

• Proven track record of managing high-performing sales or client-facing teams in complex, matrixed environments.

• Deep understanding of digital transformation, cloud, applications, data & AI and managed services.

• Strong financial acumen, including deal structuring.

• Exceptional communication, stakeholder management, and executive presence.

Success Metrics

• Achievement of territory revenue growth targets.
• Pipeline health and forecast accuracy.
• Quality and velocity of deal execution
• Client satisfaction and retention scores for the growth accounts.
• Employee engagement and retention within the growth accounts in the territory

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.

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