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Xerox Virtual Sales Specialist - Software & Services (French Speaker) in Lisbon, Portugal

Xerox 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.

Learn more at www.xerox.com at http://www.xerox.com/ and explore our commitment to diversity and inclusion! at https://www.xerox.com/en-us/jobs/diversity

Overview:

We have an exciting opportunity for an experienced, passionate and hands on software sales specialist to work collaboratively with our French indirect sales team together with the channel partners, based in the lively city of Lisbon. The job holder will be fluent in English and French bringing a valuable experience in selling a number of software packages, with a particular focus on managed print services (MPS) as well as Intelligent workplace services (IWS), demonstrating excellent presentation and communication skills with different stakeholders.

Purpose:

The job holder will be responsible for providing sales support on the IWS ( Intelligent Workplace Services) portfolio with special focus on Managed Print Services (MPS) to the aligned channel partners in their respective Country/Region.

The Specialist will be required to provide Xerox channel partners, in their defined region, support in MPS processes/fleet management, tool suite utilization and act as an SPOC/SME for analytics, security, digitalization and cloud.

They will work remotely but highly integrated with the country/region team, while maintaining a sales focus to assist in uncovering additional services and software revenue opportunities and increase partner sales penetration rates and overall revenue growth in Xerox services. This position requires the individual to be able to successfully interact with Xerox external customers, Partner Principals and employees, internal personnel, as well as with stakeholders.

General scope:

  • Revenue Target for full IWS Offering (specific)

  • Aligned with Channel Managers for defined set of Partners (specific)

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

  • Acts as a resource for colleagues with less experience

  • Requires in-depth knowledge and experience

  • Decisions guided by policies, procedures and business plan

  • Generally domestic scope/accountability

Primary Responsibilities:

  • Work collaboratively with the Channel Business Managers to support and drive partners to generate incremental Xerox branded Software and Services business.

  • Work collaboratively with the Country and European Offerings lead on the effective implementation of the programme.

  • Identify, develop existing partners to enable them to go to market with the proposed offerings

  • Build effective working relationships at a senior level within a partners to build trust and engagement. To be a trusted business advisor within partners on the IWS offering.

  • Provide Xerox teams with regular feedback on the marketplace, trends, programme effectiveness and partners challenges in deployment

  • To understand the local market place, the key players and the strategies that exist in the marketplace relative to digital solutions and services

  • To promote the offerings to the channel and all of its relevant components to the partners based on the partners business model and drivers. Ensure the partners understand their responsibilities in leading with these offerings and are trained / certified.

  • To build a comprehensive knowledge of the IWS offerings, and how these benefit the partner, and how they can be integrated into the customer business.

  • To advise partners on the development of their first Digital Solutions and/or Services sales pursuit to ensure success through validation of the proposition to the end-customer, articulation of the value proposition to the customer in line with their business drivers, correct alignment of partner resource and the impact of sales tools and systems suites.

Sales:

  • Utilizes the Xerox analytics portfolio and acts as a role model for partners selling complex solutions developing new accounts and/or expanding existing accounts

  • May act as a lead in a team when presenting products/services to existing or prospective customers

  • Influences customers and diffuses potential problems

  • Anticipates customer needs and identifies appropriate solutions

Problem Complexity:

  • Solves a range of complex problems; takes a new perspective using analytics portfolio

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

Freedom to Act:

  • Works independently – member of EMEA IWS channel team network

  • Determines and develops approach to solutions

  • Work is evaluated to ensure objectives have been met

Candidate Education & Background:

  • Graduation in specialized field (Example: Bachelor of Engineering etc.) or equivalent/Preferred in technical offering area

  • Consulting background preferred

  • Enterprise-wide /complete SME MPS Offerings knowledge

  • Excellent communication skills in English and French (both verbal and written)

  • IT Standard knowledge

  • Deep understanding of competitive landscape and Industry knowledge

  • CIO and other C-level interaction, influence based on insights

Title: Virtual Sales Specialist - Software & Services (French Speaker)

Location: Portugal-Lisbon-Lisbon

Requisition ID: 19004340

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.

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