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.
Learn more at www.xerox.com.
Purpose:
• Responsible for generating sales in order to meet individual/team quotas and company business objectives. May manage existing accounts as part of a larger account team or could manage named accounts within a geography for a particular product or product set. A portion of incumbent earnings normally paid on quota via an incentive/commission scheme.
Scope:
The Client Manager acts as a trusted advisor to our clients, leveraging the existing business to aggressively grow new opportunities and advances Xerox in the eyes of the client. This will result in business that drives profitable revenue growth.
Major responsibilities of the Client Manager include:
• Using a consultative-selling approach to build trusted advisor working relationships with executive-level contacts in their client organizations.
• Building and executing a strategic business plan that is documented and aligns strategic initiatives to grow Xerox’s presence and share in the account;
protects Xerox’s position relative to competitors and focuses on generating new business.
• Aligning executive sponsors and other Xerox resources, including all go-to-market channels and service organizations, to the client strategy that
strengthens Xerox’s relationship and credibility with client influencers and decision makers.
• Demonstrates breadth and depth of knowledge of Xerox’s full capabilities coupled with a deep understanding of the clients’ business and IT priorities to
maximize a mutually beneficial relationship.
• Interfaces with both internal and external industry experts to anticipate client needs and facilitate solution development.
• Delivering innovative solutions that exceed expectations and delight our clients to ensure high-level of customer loyalty and maximizes client retention.
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. 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.
Education/Experience
• University degree required, advanced or MBA desired
• 10 years’ experience in IT services industry
• Deep knowledge in relevant vertical (public sector, graphic
communications, corporate) including trends. Ability to lead
discussions on strategic direction of industry
• 10 years’ experience in account management
Account/Business Development:
• Uses solution selling and business development skills at the
C-level to align the client’s business needs to Xerox’s solutions
• Negotiates at the C-level
• Proactively presents value of solutions. Adept at advanced
sales negotiations and positioning solution value
• Focuses on key business challenges and drives to position
themselves as trusted advisor at the client executive level
• Demonstrates successful ability to sell a broad portfolio
of services and technology solutions to change the playing
field against competition within the industry
Title:Sr. Sales Executive I, Direct Sales: Client Manager
Location:Canada-Ontario-Ottawa
Requisition ID:18005164
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