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Xerox Client Manager Business Development - Large Enterprise in ON, Canada

Xerox Services Business Development Manager: Large Enterprise

Location: Calgary, AB

Sells complex, high value solutions and services. Plans, facilitates and/or conducts complex, high value new business negotiations, typically over a longer sales cycle. Plans and executes effective relationship strategies for one strategic or several large, complex opportunities with a limited number of key, strategic prospects and typically maintains relationships with clients on a senior management or executive level (C suite). Includes large deal acquisition sales for consulting and professional services, and outsourcing services as an example.

Purpose:

This role is accountable for business development of Xerox Services and focused on signing new business within largely non-Xerox accounts.

Scope:

A Pursuit Client Manager leads and facilitates the development of an appropriate win strategy including tactics for execution on the most strategic New Logo opportunities. The Pursuit Client Manager will have their own dedicated territory and will work with SME's, specialists and at times independently.

Using the sales tools, methodologies and techniques, the Pursuit Client Manager will:

Identify and create new opportunities

Assess the stage of the pursuit cycle in each case

Lead a process to develop a deal strategy

Facilitate and lead the most appropriate tactics to execute the strategy

Participate in key client meetings to qualify, scope and support the sale of major opportunities

Formulate client interactions and lead client discussions for RFP influencing

Responsible for key client meetings, executive presentations, proposal development and closing negotiations.

General:

Recognized as an expert in own function

Interprets internal or external business issues and recommends solutions/best practices

Decisions are guided by resource availability and functional objectives

Primarily domestic scope/accountability; may occasionally include some international scope/accountability

Progression to this level is typically restricted on the basis of business requirement

Main Responsibilities:

Develops and deploys a strategy to sell enterprise / managed print services/workflow to non-Xerox clients

Plans and manages a new business territory – evaluating the account base, the competitive presence

Consults as a subject matter expert, presenting the value proposition to executive level decision makers

Aligns client business objectives with the entire Xerox portfolio of offerings

Develops solutions using Xerox pricing and contract assembly tools

Fosters and maintains cross-functional relationships with management, peers, support personnel, Xerox Services, and clients

Grows profitable revenue through non-user establishments.

Learn more at www.xerox.com at http://www.xerox.com/ .

Bachelor's Degree Required

  • A proven track record in significant/complex consultative services-led sales engagements and multiparty negotiations with partners and Clients

  • Significant experience in proactively engaging at Senior Executive level within client organizations

  • Experience of having developed and executed business strategies to substantially increase account growth and revenues

  • Demonstrates innovation and deep understanding of client business drivers

  • Highly skilled Customer-focused sales leader with following identified skills:

  • Building New Logo business development plan

  • Building deal/opportunity Strategies

  • Developing Account Strategies

  • Having Business/industry knowledge

  • Capable of advising on Solution/Technical requirements

  • An understanding of Transition

  • Ability to negotiate on all aspects of a contract

  • Strong financial acumen to drive a Price to Win

The individual needs to be a quick study and viewed as a highly credible, value-oriented team focused on a defined, but limited, set of new customers and prospects.

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 XeroxStaffingAdminCenter@xerox.com . Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

Title: Client Manager Business Development - Large Enterprise

Location: Canada-ON-TORONTO

Requisition ID: 19003092

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