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Xerox Client Manager - Workplace Solutions in Belfast, United Kingdom

Client Manager - Workplace Solutions

General information

City: Belfast

State/Province: County Antrim

Country: Northern Ireland

Department: Sales

Date: Wednesday, June 2, 2021

Working time: Full-time

Ref#: 20011152

Job Level: Individual Contributor

Job Type: Experienced

Job Field: Sales

Seniority Level: Associate

Description & Requirements

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 and explore ourcommitment to diversity and inclusion. (https://www.xerox.com/en-us/jobs/diversity)

Client Manger – Xerox IBS Northern Ireland

This position is remote/ field based across Northern Ireland

  • The role is selling the Xerox Workplace Solutions portfolio of Technology, Software and Services into the SMB sector across Northern Ireland.

  • This will be a combination of managing and retaining existing Xerox clients plus securing a significant level of New Logo clients.

  • The Client Manager will drive and grow revenue by providing high-value solution & service centric propositions for our SMB sector in Northern Ireland.

  • They will be the major influencer of an existing or prospective clients document strategy. They are a thought leader, industry expert and sought out by the client for advice on business problems and opportunities.

Key Role Tasks and Activities:

  • This role’s primary focus is to drive revenue through the Xerox Workplace Solutions portfolio.

Engaging clients through thought leadership:

  • Ability to create new opportunities within the SMB space.

  • Proactively establish, develop and maintain business relationships with prospective customers.

  • Ability to articulate a strategy that links into clients’ drivers in share of wallet within their sector and to drive effectiveness in their document processes.

  • Generate innovative ideas, challenge current thinking and achieve buy in from the stakeholders.

  • Seen as a thought leader and sought out by the client for advice on business problems and opportunities.

  • Complete Account Business Plans for Medium to Large clients/prospects.

Demand creation & capture:

  • Generate new sales pursuits through direct engagements with the client.

  • Develop strategy to execute pursuit.

  • Develop competitive win strategy.

  • Ensure appropriate engagement within client political/stakeholder map.

  • Build, grow and maintain a strong business pipeline.

  • Ensure a robust and accurate outlook always with remedial plans for any shortfall.

  • Consistently deliver an on-Plan performance.

  • Develop & present an individual plan on how to meet/exceed revenue objectives, this should be completed quarterly in advance of the next trading period.

Building relationships to maximise opportunities:

  • Build trust, engage and develop senior client relationship.

  • Can move through an organisation / industry and become a trusted advisor at all levels.

  • Demonstrating and applying industry awareness within the Sector, while understanding specific industry sector departmental key drivers/document intensive business process plans.

  • Understand market dynamics and influences within the sector.

Education and Experience:

Essential:

  • Significant demonstrable track record and results within an Information Technology Services organisation, directly selling to clients within the SMB / Corporate Sector – minimum 4 years.

  • Relevant University degree or post graduate degree (e.g. Business Management).

  • Successful proven track record of achieving and exceeding sales targets.

  • Successful proven track record of negotiating and influencing.

  • High level of organisational skills.

Desirable:

  • Good knowledge and experience of the market place in which Xerox operates.

  • Experience in managing opportunity pipeline and key activities via Salesforce.com.

  • Successful proven track record in building an adequate opportunity pipeline and converting this to exceed sales targets within a defined new business role.

  • Demonstrates ability to network with prospective clients via platforms such as LinkedIn.

Attributes:

  • Superior verbal and written communication and presentation skills.

  • Resilient under pressure and able to quickly adapt to unforeseen work demands.

  • Reliability and personal integrity.

  • Excellent interpersonal skills, at all levels.

  • Excellent written and verbal communication skills.

  • Can do attitude.

  • Ability to work under pressure.

  • Critical thinking.

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 or expression, 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 and explore ourcommitment to diversity and inclusion! (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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