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Xerox Sr. Client Manager I, Strategic or Large Account Management in City of London, United Kingdom

Public Sector (Heath Sector) : NewLogo Account Manager

Xerox Corporation (NYSE: XRX) is an $11 billion technology leader that innovates the way the world communicates, connects and works. Our expertise is more important than ever as customers of all sizes look to improve productivity, maximize profitability and increase satisfaction. We do this for small and mid-size businesses, large enterprises, governments, graphic communications providers, and for our partners who serve them.

We understand what’s at the heart of work – and all of the forms it can take. We embrace the increasingly complex world of paper and digital. Office and mobile. Personal and social. Every day across the globe – in more than 160 countries – our technology, software and people successfully navigate those intersections. We automate, personalize, package, analyze and secure information to keep our customers moving at an accelerated pace.

Purpose:

  • Identify, develop and close new business opportunities in Tier 1Public Sector Accounts.

  • Build and maintain senior customer relationships.

  • Building new pipeline, whilst maintaining high levels of customer satisfaction.

  • Lead virtual sales teams to manage customer sales cycle from “Opento Close”.

  • Primary point of knowledge and contact for all Xerox portfolio ofdocument services.

  • Create demand for Xerox services, software and products within nominatedaccounts.

Role Scope & KPIs:

  • Targeting $1M - $10M Total contract value for services, softwareand hardware.

  • UK Public Sector Accounts – Focused on the Public Sector inScotland.

  • Coverage expected to be c40 x nominated Public Sector accounts.

  • Identify and develop pipeline across the Xerox offeringsportfolio.

  • Increased penetration / wallet share / signings vs target.

  • Pipeline & Sales Forecast Accuracy.

General Primary Responsibilities:

  • Lead Account Business Planning & Strategies.

  • Analysis of many factors, including business trends to prioritisecustomer opportunities.

  • Utilise sector experience and client knowledge to assess yourcustomer territory.

  • Uncover painpoints (ie industry, business and IT environment) andmatch Xerox Service Offerings to deliver value.

  • Build, maintain and grow key client stakeholder relationships at Cand D-Level, to offer/execute insights and value delivered by service offerings.

  • Work with sales specialists, digital specialists, solutionarchitects and other SME roles to craft specifically targeted sales campaigns.

  • Lead the development of Proposal / RFP in partnership with Bid teams.

  • Support the development of financial & business case strategieswith the client.

  • Generate consistent pipeline for business performance

Role Experience & Characteristics

  • Recognized as an expert in new business development (Public Sectorpreferred).

  • Referenceable examples of winning large services contracts in thePublic Sector.

  • Existing C & D Level customer relationships in the PublicSector.

  • Strong knowledge of Document Services, Software and Solutions.

  • Works independently, with guidance in only the most complexsituations

  • Positive “can-do” attitude, always looking for solutions tochallenges.

  • Good problem-solving skills and an analytical thinker

  • Strong internal and external influencer.

  • Good Presentation skills and bid writing experience.

  • Strong communication skills.

  • Commercial and financial acumen, with P&L and Business Caseexperience.

CandidateBackground

  • Bachelor's Degree or equivalent.

  • Based in Scotland (preferred)

  • Evidence of success in NewBusiness Sales in the Public Sector.

  • Strong knowledge of DocumentServices, Software & associated solutions.

  • Good knowledge of digitisationservices - ie Scanning & Medical Records.

  • IT Standard knowledge.

  • Full UK Current DrivingLicense.

Xerox is an Equal Opportunity Employer andconsiders 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 orservice animal, military/veteran status, citizenship status, basis of geneticinformation, or any other group protected by law. People with disabilities whoneed a reasonable accommodation to apply or compete for employment with Xeroxmay request such accommodation(s) by sending an e-mail toXeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job youare interested in, and the accommodation you are seeking.

Candidate Education:

Graduation in specialized field (Example: Bachelor of Engineering etc.) or equivalent

Candidate Background:

Minimum Comparable Account and industry- based sales experience

Minimum Knowledge of current/next generation services offerings

Minimum Deep Industry knowledge- business process and competitive landscape

Minimum IT Standard knowledge- TBD

Minimum Demonstrated negotiation skills balance client requirements with business case for deal

Minimum Demonstrated CIO and Other C-level interaction and insight-based influence

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.

© 2019 Xerox Corporation. All rights reserved. Xerox® and Xerox and Design® are trademarks of Xerox Corporation in the United States and/or other countries.

Title: Sr. Client Manager I, Strategic or Large Account Management

Location: GBR-City of London-Uxbridge

Requisition ID: 19004618

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