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Xerox Strategic Account Manager in Ile, France

Xerox Corporation (NYSE: XRX) is an $10 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.

We have an exciting opportunity for a Strategic Account Manager to join our team in France. This role will be responsible for driving revenue growth with our existing clients in the banking & insurance sector.

Role Purpose:

  • Buildsand maintains effective relationships with a defined customer base to ensure ahigh level of satisfaction and increase revenues. Identifies, develops andtypically closes new sales opportunities. Serves as the primary interface forall services, and creates demand for the organization's services, software’sand products by raising their profile with customers.

  • KeyPerformance Indicators: Develop Pipeline, Profitable Revenue Growth, Increasedpenetration

  • Scope:Total Revenue & Signings: $1.5-$2m ACV -services, technology andequipment

Key Responsibilities :

  • LeadAccount Business Planning (ABP) to plan, forecast and secure results, includingaligned delivery

  • Leaddevelopment of business case strategy for client

  • Useindustry sector experience and client knowledge to assess client uniqueindustry, business and IT environment needs to match Xerox Offerings.

  • Builds,maintains/grows client key stakeholder relationships –CIO, CMO and FunctionalVPs, to offer/execute insights and value delivered by service offerings

  • Generateconsistent pipeline for business performance

  • Upsell/cross-sell opportunities

  • Defineand meet Win Strategy Criteria, using sales specialists, solution architectsand other SME roles to craft specific offering and technical requirements forSOW

  • Leaddevelopment of proposal/RFP in partnership with Bid Center

  • Partnerwith delivery to support QBR process to continuously leverage new serviceoffers, retain client accounts and grow profitable revenue

  • Sellscomplex services, expand existing accounts

  • Hashigh level of authority or opportunity to set and negotiate service, software,products terms

  • Mayact as a lead in a team when presenting products/services to existing orprospective customers

Candidate Experience:

  • Significantexperience in business development, Account Management

  • Provenaccount management experience in the banking sector and/or strong exposure in the domain of technology and softwareindustry. Candidates from both backgrounds will be considered

  • Excellentcommunication, interpersonal, presentation, and demonstrated analytical skills

  • Superiorpresentation/communication skills: purposeful structure, crisp content (less ismore), actionable delivery

  • Abilityto maintain good rapport and demonstrates leadership and teamwork incross-functional teams

Xerox is an Equal Opportunity Employer and considers applicants for allpositions without regard to race, color, creed, religion, ancestry, nationalorigin, age, gender identity, sex, marital status, sexual orientation, physicalor mental disability, use of a guide dog or service animal, military/veteranstatus, citizenship status, basis of genetic information, or any other groupprotected by law. People with disabilities who need a reasonable accommodationto apply or compete for employment with Xerox may request such accommodation(s)by sending an e-mail to XeroxStaffingAdminCenter@xerox.com. Be sure to includeyour name, the job you are 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. 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.

Title: Strategic Account Manager

Location: France-Ile-de-france-Asnieres

Requisition ID: 19004068

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