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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 geographyfora particular product or product set. A portion of incumbent earnings normally paid on quota via an incentive / commissionscheme.
Key Performance Indicators:
New and Additional Profitable Revenue Growth
Increased penetration/Signings for product/offering space
Revenue Target for Production / Production Color
Aligned with Client Manager for defined set of accounts/pursuits
Specialization by Industry where needed
Works with Client Manager, to provide subject matter expertise on the product/services offerings leading to a detailedstatement of work and differentiating Xerox from competition.
Provide the business rationale and risk assessment to management for making investments in the account to developbusiness.
Become the trusted adviser on services, solutions and products that address the clients business challenges.
Develop value proposition that addresses the business impact Production solutions have onin-plant operations.
Participate with the appropriate sales organization in account planning, form specialized product/service opportunities.
Provide support and input in RFP responses, business case analysis, risk profiles and statements of work
Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects as needed.
Coordinate production focused events.
Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher thanaverage 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
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
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
Minimum Bachelor's Degree or equivalent/Preferred in technical offering area
Print/production for high volume knowledge
IT Standard knowledge
Deep understanding of competitive landscape and
CIO and Other C-level influencer of client print/production strategy
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 ...@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.