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

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

Purpose

Primary focus is to identify and close new business opportunity or Xerox in your nominated accounts. Build and maintain effective relationships to ensure a high level of satisfaction and increase revenues. Identify, develop and typically close new sales opportunities. Serve as the primary interface for all products and services and create demand for the organization's products and services by raising their profile with nominated accounts.

Key Performance Indicators:

  • Identify and develop pipeline across all offerings

  • Profitable Revenue Growth

  • Increased penetration / wallet share / signings

  • Forecast Accuracy

Scope

  • Total Revenue & Signing > $5M TCV (services, technology andequipment)

  • UK Public Sector Accounts

  • Up to 40 nominated accounts

  • Recognized as an expert in new business development

  • Interprets internal or external business issues and recommendssolutions / best practices

  • Primarily domestic scope / accountability; may include some internationalscope / accountability

Primary Responsibilities

  • Lead Account Business Planning (ABP) to plan, forecast and secureresults, including aligned delivery

  • Lead development of business case strategy for client

  • Use industry sector experience and client knowledge to assessclient unique industry, business and IT environment needs to match XeroxOfferings.

  • Builds, maintains / grows client key stakeholder relationships - CIOand Functional VPs, to offer/execute insights and value delivered by serviceofferings

  • Generate consistent pipeline for business performance

  • Up sell / cross-sell opportunities

  • Define and meet Win Strategy Criteria, using sales specialists, solutionarchitects and other SME roles to craft specific offering and technicalrequirements for SOW

  • Lead development of proposal / RFP in partnership with Bid Center

Sales

  • Responsible for larger, complex, high visibility, strategic, ortactically important, international accounts and a higher than averagequota/territory

  • Sells complex products and/or services, develop new accounts andexpand existing accounts

  • Has extremely high authority or opportunity to set and negotiateproduct/service terms

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

  • Influences customers and diffuses potential problems

  • Anticipates customer needs and identifies appropriate alternatives

  • Solves a diverse array of complex problems; takes a broad perspectiveto identify solutions

  • Uses judgment within broadly defined policies and practices

  • Analysis of a variety of factors, including an understanding ofcurrent business trends required

  • Follows processes and operational policies in selecting methodsand techniques for obtaining solutions

  • Requires in-depth knowledge of organization objectives

Freedom to Act

  • Works independently, with guidance in only the most complexsituations

  • Exercises judgment in selecting methods, techniques, andevaluation criteria for obtaining results

  • Exerts significant latitude in determining objectives

CandidateBackground

  • Bachelor's Degree or equivalent

  • Evidence of success in New BusinessDevelopment Role

  • Comparable account ortechnology-based sales experience

  • Knowledge of current and nextgeneration services offerings preferable but not essential

  • Deep Industry knowledge of businessprocess and competitive landscape

  • IT Standard knowledge- TBD

  • Demonstrated negotiation skillsbalance client requirements with business case for deal

  • Demonstrated CIO and OtherC-level interaction and insight-based influence

Xerox is an Equal Opportunity Employer andconsiders 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 orservice animal, military/veteran status, citizenship status, basis of geneticinformation, or any other group protected by law. People with disabilities whoneed a reasonable accommodation to apply or compete for employment with Xeroxmay request such accommodation(s) by sending an e-mail toXeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job youare interested in, and the accommodation you are seeking.

Title: Sr. Client Manager I, Strategic or Large Account Management

Location: GBR-MX-UXBRIDGE

Requisition ID: 19004106

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