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Xerox CML Sr. Manager I, Strategic or Large Account Management in MX, United Kingdom

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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• Builds and maintains effective relationships with a defined customer base to ensure a high level of satisfaction and increase revenues. Identifies, develops and typically closes new sales opportunities. Serves as the primary interface for all products and services, and creates demand for the organization's products and services by raising their profile with customers.

• Key Metrics:

• Revenue growth

• Profit growth

• Margin management and improvement



• Adapts and executes functional or departmental business plans and contributes to the development of organizational strategies

• Anticipates internal and/or external business challenges/ regulatory issues

• Decisions are guided by functional strategies and priorities

• May include international accountability; and may include some global accountability

Primary Responsibilities:

• Manage Global Profit and Loss (P&L) responsibility for an Account including revenue forecasting, budgeting and margin (OP) improvement

• Accountable for driving SARG for the account

• Create Account strategic plan including financial plans and go-to-market strategies that leverage global delivery capabilities, solutions and offerings that lead to growth of the services portfolios

• Build strong client relationships, anticipate needs, and represent the full Services portfolio to clients

• Manage global account leaders focused on winning new business within an Account

• Accountable for planning activities including conducting SWOT analysis, evaluating resource requirements, and planning for stakeholder engagement

• Participate in end-to-end sales process from lead generation through deal approval

• Design of multi-capability solutions proposed during the sell services process

• Conduct acceptance reviews

• Improve and maintain customer satisfaction through timely resolution of issues and communicate customer satisfaction results with the firm. Work with bid teams and effectively engage proposal management activities

• Review operational results regularly and take necessary actions to meet and exceed P&L, OP, and sales quotas

• Escalation point between customers and matrix conflicts

• Manage organization within a matrixed model; developing strong relationships with capability leaders

• Represent the company as an Industry thought leader

Candidate Education:

Graduation in specialized field (Example: Bachelor of Engineering etc.)

Candidate Background:

Minimum Externally recognized as an Industry and Account expert and considered a thought leader

Minimum Demonstrated experience leading and managing an Industry within the services outsourcing industry, with Account P&L responsibility

Minimum Excellent long-term client management experience, with expertise building strong relationships with C level operations executives

Minimum An excellent reputation of partnering with internal constituents, partners and other service providers, able to influence in a matrixed environment

Minimum A proven track record of managing an Account team and revenue pipeline and a track record of structuring solutions that meet financial objectives

Minimum A track record of achieving aggressive business and operational goals within a matrix environment

Minimum Strong organizational skills; the ability to create an effective strategy; the passion to direct, organize, prioritize, and motivate a team around that strategy and vision

Minimum A demonstrated open, collaborative leadership style; capable of inspiring a team despite the changing opportunities dictated by the client environment, the services industry, and from within Xerox

Minimum Position requires experience with US and international based clients

Minimum Strong customer references; a successful record of managing and enhancing client relationships

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: CML Sr. Manager I, Strategic or Large Account Management

Location: GBR-MX-Uxbridge

Requisition ID: 19003328