Xerox Communication Services Specialist - Enterprise Accounts in Dallas, Texas

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.

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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 ( hub, campaigns on demand, content management systems, demand generation, journey) 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 and for their 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 andAnnual Services Contract Gross Profit)

  • Increased penetration of services/solution

  • 90% revenue/profit retention of existing servicescontracts

Scope :

  • Selling to generally domestic US Large Enterprise Named accounts

  • New business, New Logo, Renewal Business

  • Develop proposals and respond to RFP’s for relatedservices

  • Business case coordinator on large opportunities >5Mcontract life value

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

  • Lead client and internal strategist on applicableofferings

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

General :

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

  • Comfortable driving SOW negotiations and strong financialacumen (understanding of complex business case hydraulics and correlating riskbased on leveraged assumptions)

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

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

  • Decisions guided by policies, procedures and business plan

Primary Responsibilities :

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

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

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

  • Participate with the appropriate sales organization inaccount planning.

  • Provide support and input in RFP responses, business case analysis, riskprofiles and statements of work

  • Participates in longer-cycle and technical aspects of negotiations, partneringwith solution architects and 3rd party solution providers.

Sales :

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

  • Has high level of authority or opportunity to set and negotiate product/serviceterms

  • May act as a lead in a team when presenting products/services to existing orprospective 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 of Xerox offerings for email marketingcampaigns

  • 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. 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.

Title: Communication Services Specialist - Enterprise Accounts

Location: TX-Dallas

Requisition ID: 19001214

Other Locations: United States-TX-San Antonio, United States-Oklahoma, United States-TX-Houston, United States-TX-Austin, United States-Oklahoma-Oklahoma City

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