XeroxCorporation (NYSE : XRX) is an $11 billion technology leader that innovates theway the world communicates, connects and works.
Our expertise is more importantthan ever as customers of all sizes look to improve productivity, maximizeprofitability and increase satisfaction.
We do this for small and mid-sizebusinesses, large enterprises, governments, graphic communications providers,and for our partners who serve them.
Weunderstand what’s at the heart of work and all of the forms it can take. Weembrace the increasingly complex world of paper and digital.
Office and mobile.Personal and social. Every day across the globe in more than 160 countries our technology, software and people successfully navigate those intersections.
We automate, personalize, package, analyze and secure information to keep ourcustomers moving at an accelerated pace.
Primary focus is to identify and close new business opportunity or Xerox inyour nominated accounts. Build and maintain effective relationships to ensure ahigh level of satisfaction and increase revenues.
Identify, develop andtypically close new sales opportunities. Serve as the primary interface for allproducts and services and create demand for the organization's products andservices by raising their profile with nominated accounts.
Key Performance Indicators :
Identify and develop pipeline across all offerings
Profitable Revenue Growth
Increased penetration / wallet share / signings
Total Revenue & Signing >
$5M TCV (services, technology andequipment)
UK Public Sector Accounts
Up to 40 nominated accounts
Recognized as an expert in new business development
Interprets internal or external business issues and recommendssolutions / best practices
Primarily domestic scope / accountability; may include some internationalscope / accountability
Lead Account Business Planning (ABP) to plan, forecast and secureresults, including aligned delivery
Lead development of business case strategy for client
Use industry sector experience and client knowledge to assessclient unique industry, business and IT environment needs to match XeroxOfferings.
Builds, maintains / grows client key stakeholder relationships - CIOand Functional VPs, to offer / execute insights and value delivered by serviceofferings
Generate consistent pipeline for business performance
Up sell / cross-sell opportunities
Define and meet Win Strategy Criteria, using sales specialists, solutionarchitects and other SME roles to craft specific offering and technicalrequirements for SOW
Lead development of proposal / RFP in partnership with Bid Center
Responsible for larger, complex, high visibility, strategic, ortactically important, international accounts and a higher than averagequota / territory
Sells complex products and / or services, develop new accounts andexpand existing accounts
Has extremely high authority or opportunity to set and negotiateproduct / service terms
May act as a lead in a team when presenting products / services toexisting or prospective customers
Influences customers and diffuses potential problems
Anticipates customer needs and identifies appropriate alternatives
Solves a diverse array of complex problems; takes a broad perspectiveto identify solutions
Uses judgment within broadly defined policies and practices
Analysis of a variety of factors, including an understanding ofcurrent business trends required
Follows processes and operational policies in selecting methodsand techniques for obtaining solutions
Requires in-depth knowledge of organization objectives
Freedom to Act
Works independently, with guidance in only the most complexsituations
Exercises judgment in selecting methods, techniques, andevaluation criteria for obtaining results
Exerts significant latitude in determining objectives
Bachelor's Degree or equivalent
Evidence of success in New Business Development Role
Comparable account or technology-based sales experience
Knowledge of current and next generation services offerings preferable but not essential
Deep Industry knowledge of business process and competitive landscape
IT Standard knowledge- TBD
Demonstrated negotiation skills balance client requirements with business case for deal
Demonstrated CIO and Other C-level interaction and insight-based influence
Xerox is an Equal Opportunity Employer andconsiders applicants for all positions without regard to race, color, creed,religion, ancestry, national origin, age, gender identity, sex, marital status,sexual orientation, physical or mental disability, use of a guide dog orservice animal, military / veteran status, citizenship status, basis of geneticinformation, or any other group protected by law.
People with disabilities whoneed a reasonable accommodation to apply or compete for employment with Xeroxmay request such accommodation(s) by sending an e-mail toXeroxStaffingAdminCenter xerox.
com. Be sure to include your name, the job youare interested in, and the accommodation you are seeking.