Xerox Production Sales Executive, DTP Indirect Channels in Chicago, Illinois

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.

Key Performance Indicators:

• New and Additional Profitable Revenue Growth

• Increased penetration/Signings for offering space

• Customer Retention

Scope

• Revenue Target for Production

• Aligned with Client Managers for defined set of accounts/pursuits

• Specialization by Industry

PrimaryResponsibilities:

• Works with Partner Managers to provides 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

• 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

Sales:

• Responsible for dollar quota based on partner territory opportunity

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

• Support partners when presenting products/services to existing or prospective partner customers

• Influences partners' customers and diffuses potential problems

• Anticipates partner needs and identifies appropriate alternatives

Problem Complexity:

• Solves a range complex problems; takes a new perspective using existing solutions

• Exercises judgment within defined procedures, practices and policies to obtain solutions

Freedom to Act:

• Works independently; receives minimal guidance

• Determines and develops approach to solutions

• Work is evaluated to ensure objectives have been met

Candidate Education:

  • Bachelor's Degree or equivalent/Preferred in technicaloffering area

Candidate Background:

  • Colour MonochromeProduction knowledge

  • IT Standard knowledge

  • Deepunderstanding of competitive landscape and Industry knowledge

  • CIOand other C-level influencer of client print/color strategy

Title: Production Sales Executive, DTP Indirect Channels

Location: Illinois-Chicago

Requisition ID: 18006217

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.