Sr. Client Manager I, Strategic or Large Account Management
Xerox Corporation
Uxbridge, England, GB
1d ago

Description

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.

Purpose

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
  • Forecast Accuracy
  • Scope

  • 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
  • Primary Responsibilities

  • 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
  • Sales

  • 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
  • CandidateBackground

  • 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.

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