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Xerox IT Solutions Account Executive - - 23085 in Ref #20009790,

IT Solutions Account Executive at created 21-Oct-2020"/>

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IT Solutions Account Executive

General information

City: Vancouver

State/Province: British Columbia

Country: Canada

Department: Direct Sales

Date: Wednesday, October 21, 2020

Working time: Full-time

Ref#: 20009790

Job Level: Individual Contributor

Job Type: Experienced

Job Field: Direct Sales

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 at and explore our commitment to diversity and inclusion. at

The IT Solutions Account Executive is responsible for selling a variety of IT services and solutions. This includes Managed IT Services (MITS), hardware product solutions, professional services and security and cloud solutions. 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.

The right candidate will be an expert in maintaining good customer relationships and contributing to the continuous improvement of Xerox. This position is for a high achiever with a demonstrated track record of success in prospecting, identifying, qualifying and closing IT based solutions.

As an IT Solutions Account Executive, you will consistently engage in the following:

  • Sales activity to create a funnel that enables you to achieve targeted sales quotas

  • Build a trusted advisor status with key decision makers and decision influencers

  • Communicate strong value propositions, deliver professional proposals, adapt to customer requirements and improve customer success


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

  • Prospecting: Identify prospects inside and outside the customer base of Xerox. Gain initial appointment, generally with a CIO, CEO, President, Owner or other key decision makers within the SMB or Enterprise space.

  • Completion of Outlook and Master Prospect List ownership for assigned territory.

  • Develop and present Quarterly Business Plan Review to management.

  • Client Needs Assessment: Determine customer pain points as it relates to management of their IT environment, technology, and technology assets. Conduct opportunity follow-up.

  • Presentation on benefits of Xerox IT services. Describe benefits in terms of financial justification as well as improvement in quality, performance, and uptime.

  • 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.

  • Lead strategic discussions relative to IT strategies to a non­-technical audience.

  • Collaborates with Xerox sales to develop IT opportunities and identify cross-selling potential to maximize revenue within the customer account.

  • Gains a specified number of new accounts each month by effective prospecting, networking and cold calling campaigns.

  • Maintain and further develop existing customer relationships and create new customer relationships, through regular contact and communication

  • Manage the entire sales cycle. Leverage executive level sponsorship in the client’s organization to bring new insight (teaching) to the client about Xerox IT 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.

  • Develops and tracks opportunities in the CRM (salesforce).

  • Creates proposals while collaborating with internal support resources to accomplish client’s IT objectives.


  • Bachelor’s degree (or equivalent experience)

  • Minimum of 3-years of progressive sales experience in Managed IT services preferred.

  • Specific experience selling IT solutions, including Network, Data Center, Managed Services and Security Solutions along with relevant services is preferred.

  • Experience with influencing and writing RFP’s is an asset.

  • Demonstrated ability to self-develop and to continuously expand your knowledge about your clients and Xerox.

  • Able to identify and develop effective relationships with key, strategic decision-makers in order to develop and further selling opportunities

  • Self-directed, adaptable and positive.

  • Excellent communication, presentation, listening skills.

  • Superior work ethic and high energy level.

  • Valid Driver’s license.

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 at and explore our commitment to diversity and inclusion! at 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. © 2020 Xerox Corporation. All rights reserved. Xerox® and Xerox and Design® are trademarks of Xerox Corporation in the United States and/or other countries.


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