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Xerox Communication Services Specialist - Enterprise & Government Accounts in Baltimore, Maryland

Xerox (NYSE: XRX) makes every day work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at www.xerox.com at http://www.xerox.com/ and explore our commitment to diversity and inclusion. at https://www.xerox.com/en-us/jobs/diversity

Purpose :

Xerox is looking for a Communications Services Specialist (CSS) that focuses on selling complex, high value communication and marketing services, digital transformation services, and services/solutions around production print/mail centers to large enterprise named accounts.

These services are both horizontal (ie..digital hub, campaigns on demand) and vertical (digital patient, digital insurer, digital citizen etc.) in nature and leverage Xerox’s services portfolio with differentiated technology and solutions to advance the future of work for our clients.

The CSS creates value for these organizations by tailoring Xerox and partner solutions, software, hardware and services across the client communications path. This is typically over a long sales cycle and the CS will lead a cross functional team of solution architects, delivery, hardware specialists, financial analysts and client managers to tailor and sell high impact, high value services. CSS are also responsible downstream for SOW negotiations across both current and new clients.

CSS plans and executes strategies for several large, complex opportunities with named key/ strategic customers and typically maintains relationships with customers on a senior management or executive level often in Marketing, IT, and Sourcing.

Key Performance Indicators :

  • Annual Services contract revenue and profit (Annual Services Contract Value and Annual Services Contract Gross Profit)

  • Increased penetration of services/solution

  • 90% revenue/profit retention of existing services contracts

Scope :

  • Selling to generally domestic US Large Enterprise Named accounts

  • Federal Government Account (FEDRAMP)

  • New business, New Logo, Renewal Business

  • Develop proposals and respond to RFP’s for related services

  • Business case coordinator on large opportunities >5M contract life value

  • Leverage Xerox tools to create pricing/proposals etc on smaller opportunities <5M contract life value

  • Lead client and internal strategist on applicable offerings

  • Does NOT include hardware/software sales targets although services revenue may include workflow software and/or production print hardware that drives incremental annual contract revenue and profit.

General :

  • Requires in-depth knowledge and experience in Digital Print as well as Communication/Marketing Services.

  • Comfortable driving SOW negotiations and strong financial acumen (understanding of complex business case hydraulics and correlating risk based on leveraged assumptions)

  • Uses best practices and knowledge of internal or external business issues to improve products or services

  • Acts as an SME and account strategist for client managers selling CS services

  • Decisions guided by policies, procedures and business plan

Primary Responsibilities :

  • Works with Client Managers to direct, collaborate and provide subject matter expertise on the services offerings leading to a detailed statement of work.

  • Provide the business rationale and risk assessment to management for making investments in the account to develop business.

  • Become the “trusted adviser” on services and solutions that address the client’s business challenges. Coach and inspire them to embrace a new way of doing business with Xerox Services.

  • Participate with the appropriate sales organization in account planning.

  • 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 and 3rd party solution providers.

Sales :

  • Sells complex products or services, develop new accounts and/or expand existing accounts

  • Has high level of 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 range complex problems for clients, such as:

  • Educate clients Xerox offerings for email marketing campaigns

  • Design & produce advertising (print & digital)

Candidate Education :

Bachelors Degree

MBA – Preferred (not required)

Candidate Background :

Minimum: CSS Service Offerings knowledge - (Digital Print; Omni- Channel Services)

Minimum: IT Standard knowledge- TBD

Minimum: Deep understanding of competitive landscape and Industry knowledge in both print and Marcom services

Minimum: CIO and other C-level influencer central print services 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. Learn more at www.xerox.com at https://www.xerox.com/ and explorer our commitment to diversity and inclusion! at https://www.xerox.com/en-us/jobs/diversity 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.

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Title: Communication Services Specialist - Enterprise & Government Accounts

Location: District of Columbia-WASHINGTON

Requisition ID: 19004408

Other Locations: United States-Massachusetts-BOSTON, United States-New York-NEW YORK, United States-Maryland-Baltimore, United States-Pennsylvania-PHILADELPHIA

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