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Xerox Client Manager II, Strategic or Large Accounts in Norfolk, Virginia

Note: The candidate must reside in the Norfolk, VA area for this role.


  • Builds and maintains effective relationshipswith a defined customer base to ensure a high level of satisfaction andincrease revenues.

  • Identifies, develops and typically closes newsales opportunities.

  • Serves as the primary interface for all productsand services, and creates demand for the organization's products and servicesby raising their profile with customers.

Key Performance Indicators:

  • Maintain Pipeline /Forecast Accuracy

  • Profitable Revenue Growth

  • Increased penetration/wallet share/Signings

  • Retention



  • Total Revenue & Signings: $3-10M TCLR- services, technology and equipment

  • Regional/National Accounts

  • # of Accounts: 8-9 Accounts (user &non-user)


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

  • Acts as a resource for colleagues with lessexperience

  • Requires in-depth knowledge and experience

  • Decisions guided by policies, procedures andbusiness plan

  • Generally domestic scope/accountability

Primary Responsibilities:

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

  • Lead development of business case strategy forclient

  • Use industry sector experience and clientknowledge to assess client unique industry, business and IT environment needsto match Xerox Offerings.

  • Builds, maintains/grows client key stakeholderrelationships -CIO and Functional VPs, to offer/execute insights and valuedelivered by service offerings

  • Generate consistent pipeline for businessperformance

  • Up sell/cross-sell opportunities

  • Define and meet Win Strategy Criteria, usingsales specialists, solution architects and other SME roles to craft specificoffering and technical requirements for SOW

  • Lead development of proposal/RFP in partnershipwith Bid Center

  • Partner with delivery to support QBR process tocontinuously leverage new service offers, retain client accounts and growprofitable revenue


  • Responsible for average accounts and/or dollarquota/territory compared to the company’s average

  • Sells complex products or services, develop newaccounts and/or expand existing accounts

  • Has high level of authority or opportunity toset and negotiate product/service terms

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

  • Influences customers and diffuses potentialproblems

  • Anticipates customer needs and identifiesappropriate alternatives

Problem Complexity:

  • Solves a range complex problems; takes a newperspective using existing solutions

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

Freedom to Act:

  • Works independently; receives minimal guidance

  • Determines and develops approach to solutions

  • Work is evaluated to ensure objectives have beenmet

Candidate Education:

  • Graduation in specialized field or equivalent

Candidate Background:

  • Federal Sales Experience required

  • Experience responding to Federal RFP required

  • Comparable Account and industry-based salesexperience

  • Knowledge of current/next generation servicesofferings

  • Deep Industry knowledge- business process andcompetitive landscape

  • IT Standard knowledge

  • Demonstrated negotiation skills balance clientrequirements with business case for deal

  • Demonstrated CIO and Other C-level interactionand insight-based influence

Title: Client Manager II, Strategic or Large Accounts

Location: Virginia-Norfolk

Requisition ID: 19002585

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.