Public Sector / Large Named Commercial Accounts

at  Xerox

Candidate Qualifications:

• Minimum 5 years of sales / consulting experience within technology and IT sales.
• Experience with influencing and writing RFP’s is an asset.
• Demonstrated ability to self-develop and to continuously expand your knowledge about your clients and Xerox.
• Experience and proven success with business development and new logos within enterprise accounts is required.
• Established relationships / network within Enterprise accounts is an asset.
• Experience selling into Fortune 500 accounts.
• Able to identify and develop effective relationships with key, strategic decision-makers in order to develop and further selling opportunities
• Proven track record for consistently achieving services revenue and related sales targets and customer satisfaction metrics.
• Knowledgeable regarding competitive landscape, industry trends and vertical markets.
• In depth knowledge of competitor products, solution offerings and market in which Xerox competes to ensure the successful positioning of Xerox offerings.
• Excellent written, verbal and presentation communications skills.
• Technically proficient with Microsoft Office tools and CRM’s (i.e. Salesforce).
• Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior management

ROLE OVERVIEW:

• The client manager is a highly energetic, self-motivating sales role with high accountability and client engagement on a daily, weekly, and monthly basis. Responsible for generating sales in order to meet individual quotas including our portfolio of digital services solutions and software.
• Responsible to manage existing accounts and new customers within a geography for the Xerox product offerings. This is a quota bearing role via an incentive/commission plan.
• Manage key executive engagements and expand relationships across all lines of business inside customer accounts, both existing and hunting new logos.
• This position has responsibility for selling Xerox solutions, including hardware, software and services and will market the full line of Xerox products, to both current Xerox customers and non-customers within a specified geographic territory. This position will be responsible for driving both short-term sales activity with an account, and also with developing and implementing longer term strategies to ensure Xerox will retain the account and grow new business.

PRIMARY RESPONSIBILITIES:

• At a minimum achieve monthly, quarterly and annual sales targets.
• Responsible for growing and managing pipeline inside all Xerox offerings.
• Entering activities and information, growing pipeline inside of Salesforce CRM, daily.
• Accountable for forecast accuracy on a monthly basis inside an assigned territory.
• Develop and present Quarterly Business Plan Review to management.
• Responsible to grow and manage the business within existing clients and new business.
• Develop and implements business (short & long term) plans for client base to identify, sell, and support incremental value-added services and/or products in existing client accounts.
• Developing new business through cold-calling and prospecting on a continual basis within the dedicated territory or with established accounts.
• Maintain and further develop existing customer relationships and create new customer relationships, through regular contact and communication.
• Own and manage the entire sales cycle. Leverage executive level sponsorship in the client’s organization to bring new insight (teaching) to the client about Xerox solutions and services that address their business challenges. This insight is critical to effectively sell services and needs to be the result of industry and client-specific on-going research.
• Responsible for opening assessments and building business cases for clients.
• Must be skilled in the area of financial presentation and negotiation with the client to effectively close profitable deals based on what’s best for the client and Xerox.

Candidate Qualifications:

• Minimum 5 years of sales / consulting experience within technology and IT sales.
• Experience with influencing and writing RFP’s is an asset.
• Demonstrated ability to self-develop and to continuously expand your knowledge about your clients and Xerox.
• Experience and proven success with business development and new logos within enterprise accounts is required.
• Established relationships / network within Enterprise accounts is an asset.
• Experience selling into Fortune 500 accounts.
• Able to identify and develop effective relationships with key, strategic decision-makers in order to develop and further selling opportunities
• Proven track record for consistently achieving services revenue and related sales targets and customer satisfaction metrics.
• Knowledgeable regarding competitive landscape, industry trends and vertical markets.
• In depth knowledge of competitor products, solution offerings and market in which Xerox competes to ensure the successful positioning of Xerox offerings.
• Excellent written, verbal and presentation communications skills.
• Technically proficient with Microsoft Office tools and CRM’s (i.e. Salesforce).
• Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior management.