Xerox Corporation (NYSE : XRX) is an $11 billion technology leader that innovates the way the world communicates, connects and works.
Our expertise is more important than ever as customers of all sizes look to improve productivity, maximize profitability and increase satisfaction.
We do this for small and mid-size businesses, large enterprises, governments, graphic communications providers, and for our partners who serve them.
We understand what’s at the heart of work and all of the forms it can take. We embrace 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 our customers moving at an accelerated pace.
Builds and maintains effective relationships with a defined customer base to ensure a high level of satisfaction and increase revenues.
Identifies, develops and typically closes new sales opportunities. Serves as the primary interface for all products and services, and creates demand for the organization's products and services by raising their profile with customers.
Key Performance Indicators :
Maintain Pipeline / Forecast Accuracy
Profitable Revenue Growth
Increased penetration / wallet share / Signings
Scope : Specific :
Total Revenue & Signing >
$10M TCLR- services, technology and equipment
National / Multi-Country Accounts
of Accounts : 1-5 (user and non-user)
Recognized as an expert in own function
Interprets internal or external business issues and recommends solutions / best practices
Decisions are guided by resource availability and functional objectives
Primarily domestic scope / accountability; may include some international scope / accountability
Progression to this level is typically restricted on the basis of business requirement
Primary Responsibilities :
Lead Account Business Planning (ABP) to plan, forecast and secure results, including aligned delivery
Lead development of business case strategy for client
Use industry sector experience and client knowledge to assess client unique industry, business and IT environment needs to match Xerox Offerings.
Builds, maintains / grows client key stakeholder relationships -CIO and Functional VPs, to offer / execute insights and value delivered by service offerings
Generate consistent pipeline for business performance
Up sell / cross-sell opportunities
Define and meet Win Strategy Criteria, using sales specialists, solution architects and other SME roles to craft specific offering and technical requirements for SOW
Lead development of proposal / RFP in partnership with Bid Center
Partner with delivery to support QBR process to continuously leverage new service offers, retain client accounts and grow profitable revenue
Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher than average quota / territory
Sells complex products and / or services, develop new accounts and expand existing accounts
Has extremely high authority or opportunity to set and negotiate product / service terms
May act as a lead in a team when presenting products / services to existing or prospective customers
Influences customers and diffuses potential problems
Anticipates customer needs and identifies appropriate alternatives
Problem Complexity :
Solves a diverse array of complex problems; takes a broad perspective to identify solutions
Uses judgment within broadly defined policies and practices
Analysis of a variety of factors, including an understanding of current business trends required
Follows processes and operational policies in selecting methods and techniques for obtaining solutions
Requires in-depth knowledge of organization objectives
Freedom to Act :
Works independently, with guidance in only the most complex situations
Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results
Exerts significant latitude in determining objectives
Candidate Education :
Graduation in specialized field (Example : Bachelor of Engineering etc.) or equivalent
Candidate Background :
Minimum Comparable Account and industry- based sales experience
Minimum Knowledge of current / next generation services offerings
Minimum Deep Industry knowledge- business process and competitive landscape
Minimum IT Standard knowledge- TBD
Minimum Demonstrated negotiation skills balance client requirements with business case for deal
Minimum Demonstrated CIO and Other C-level interaction and insight-based influence
Xerox is an Equal Opportunity Employer and considers 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 or service animal, military / veteran status, citizenship status, basis of genetic information, or any other group protected by law.
Learn more at and explorer our People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to XeroxStaffingAdminCenter xerox.
com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.
Yes, 25 % of the Time