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Xerox Vice President of Sales, XMPie - - 22844 in MANHATTAN, New York

Vice President of Sales, XMPie at created 10-Aug-2020"/>

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Vice President of Sales, XMPie

General information

State/Province: Connecticut, Georgia, Maryland, Massachusetts, New Jersey, New York, North Carolina, Pennsylvania, Virginia

Country: United States

Department: Sales Management

Date: Monday, August 10, 2020

Working time: Full-time

Ref#: 20009582

Job Level: Department Leader

Job Type: Experienced

Job Field: Sales Management

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 www.xerox.com and explore our commitment to diversity and inclusion.

We’re looking for a VP of Sales to join our leadership team and help lead us into our next phase. We’re seeking an experienced sales executive with a proven track record of developing and executing aggressive sales plans in a mid-stage environment where creativity, initiative and scrappiness are a must.

As a key contributor to our leadership team and company, you’ll lead, manage, and own sales for the planning, development, and implementation of our sales strategy with the primary focus of increasing our customer and revenue base. You’ll have the privilege of working with high profile customers, a talented, passionate and professional team that have already done the initial work on selling our Software for thousands of customers around the world including some of the largest and most successful companies in the world.

We’re not just looking for a manager of people; this person will have a very hands-on role in moving our sales plan forward, engaging with customers, and partnering with the leadership team in the overall business planning. We have real revenue, high profile customers, and are the market leaders.

Scope/Goals

  • Territory: the Americas (Remote/virtual based position)

  • Responsible for quota-bearing software sales activities

  • The primary objective is to lead a high-performance sales team in achieving quota and revenue objectives as well as drive client satisfaction. Achievement of these objectives will be delivered through skills development, coaching, collaboration and communication with employees, peers and clients

  • This position has accountability to acquire, retain and grow business in new and existing accounts. The role holder engages and interfaces with C-level clients and works cross-organizationally to achieve business results

  • Work with XMPie and Xerox leadership to implement the strategic plan for managing and growing the company’s revenue and market share

  • Manage, coach and lead a team of 10+ salespeople

  • Take a creative approach in identifying, qualifying and targeting new business and present new ideas to leadership

  • Increase sales revenue in direct and indirect channels at a double-digit+ rate

  • Use a consultative approach to understand the potential client’s challenges and pain points, and work with the technical team to develop a solution

  • Build rapport and open doors with new and clients

Primary Responsibilities

  • Develop plans and strategies for developing business and achieving the company’s sales goals

  • Create a culture of success and ongoing business and goal achievement

  • Manage the sales teams, operations and resources to deliver profitable growth

  • Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives

  • Manage customer expectations and contribute to a high level of customer satisfaction

  • Define sales processes that drive desired sales outcomes and identify improvements where and when required

  • Provide detailed and accurate sales forecasting

  • Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions

  • Work closely with the marketing function to establish successful support, channel and partner programs

  • Collaborate with the Professional Services team to deliver full solution and to answer customers and prospects needs

  • Ensure team executes process with Professional Services to deliver qualified software implementations

  • Work closely with the Pre-Sales team through the engagement and sales cycle, while identifying upsell opportunities to existing customers

  • Manage key customer relationships and participate in closing strategic opportunities

  • Travel for in-person meetings with customers and partners and to develop key relationships

  • Identify and engage resellers and channel partners

  • Ability to engage C-level contacts.

  • Using data/metrics -ensures continuous performance management of all team members and acquires quality talent to minimize gaps in coverage/performance.

  • Understand how to build, cost and solution a deal at operating level

  • Ability to lead total sales deal and business case

  • Devises new and innovative ways to market products and services

Experience: Proof the candidate is an A-player

  • Successful experience building a go-to-market strategy and corporate sales plan

  • Successful experience building and growing a channel

  • Successful experience selling SW, preferably in the CCM/CXM markets

  • Successful experience closing 6-figure deals

  • Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations

  • Successful experience managing a team of 10 + salespeople

  • Experience managing key customer relationships and closing strategic opportunities

  • Experience with sales management of a sales team, Software selling experience and account business planning associated with winning complex, large scale deals

  • Successful experience utilizing SFDC to manage team sales tasks, pipeline, and closing data

  • Successful experience hiring and onboarding sales representatives

  • Successful experience leading/growing talent for sales teams

  • Successful experience building and managing a territory

  • Successful High-level of business acumen related to Software deals associated with successful negotiations

  • Proven experience working within a small/medium company environment

  • Experience providing status reports with market and customer feedback to the corporate leadership team

  • Demonstrates strong organizational skills

  • Demonstrates ability in all aspects of sales leadership

  • At least 7-10 years of experience in a sales leadership role

Education

  • Minimum of bachelor’s degree or Equivalent Sales Management Experience

DNA of Candidate

  • Driven and energetic

  • Team player

  • Ability and need to influence others

  • Entrepreneurial: Comfortable with high risk, high reward; wants to be part of a growth story

  • Communicates clearly and effectively

  • Demonstrates ability to think creatively

  • Exhibits strong interpersonal and customer service skills

  • Competitive nature

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 and explorer our commitment to diversity and inclusion! 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

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