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
Total Revenue & Signings: $3-10M TCLR- services, technology and equipment
# 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
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
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
- Graduation in specialized field or equivalent
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
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.