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Xerox Major Accounts Account Executive in California

Major Accounts Account Executive

General information

City: Santa Cruz, Monterey, San Jose

State/Province: California

Country: United States

Department: Sales

Date: Thursday, July 29, 2021

Working time: Full-time

Ref#: 20011871

Job Level: Individual Contributor

Job Type: Experienced

Job Field: Sales

Description & Requirements

About Xerox Holdings Corporation

For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power today’s workforce. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients — no matter where that work is being done. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things and cleantech. Learn more at and explore our commitment to diversity, inclusion and belonging.

MRC Smart Technology Solutions, a Xerox Company is hiring a Major Accounts Account Executive for a critical outside sales role. You will be responsible for thinking through ways to help businesses improve their workflow using Xerox hardware, high-end software, and managed services for both current Xerox customers and non-customers within a specified geographic territory. This position will be responsible for driving both short term sales activity with an account while having a strong focus on generating new business.

Primary Responsibilities:

  • At a minimum achieve monthly, quarterly and annual sales targets

  • Completion of Key Product Outlook and Master Prospect List ownership for assigned territory. Develop and present Quarterly Business Plan Review to management.

  • Develop and implements business(short & long term) plans for client base to identify, sell, and support incremental value added services and/or products in existing client accounts. Must be skilled in the area of financial presentation and negotiation with the client to effectively close profitable deals based on what’s best for the client and Xerox.

  • Developing new business through cold-calling and prospecting on a continual basis within the dedicated territory or with established accounts.

  • Maintain and further develop existing customer relationships and create new customer relationships, through regular contact and communication, using CRM systems to track and outlook activities and revenues.

  • Manage the entire sales cycle. Leverage executive level sponsorship in the client’s organization to bring new insight (teaching) to the client about Xerox solutions and services that address their business challenges. This insight is critical to effectively sell services and needs to be the result of industry and client-specific on-going research.

  • Manage Quarterly Business reviews and Monthly client meetings, maintain ongoing client communications, in person, via online meetings and through email and phone.

  • Manage Proposal and Pricing creation and Client Presentations to further build relationships and create new customer revenues.


  • 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.

  • This position has responsibility for selling Xerox solutions and will market the full line of Xerox products, services and solutions to both current Xerox customers and non-customers within a specified geographic territory. This position will be responsible for driving both short term sales activity with an account, and also with developing and implementing longer term strategies to ensure Xerox will retain the account and grow new business.


  • Uses best practices and knowledge of internal or external business challenges and requirements, to improve products or service offerings

  • Acts as a consultant to clients to help identify opportunities for process and workflow improvements

  • Requires in-depth knowledge and experience of Public Sector, K-12 and Higher Education

  • Decisions guided by policies, procedures and business plan

  • Domestic scope/accountability – Local Travel

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 and explore our commitment to diversity and inclusion! 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 Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

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