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.
This role is accountable for business development of Xerox Services and focused on signing new business within largely non-Xerox accounts.
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.
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
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
Requisition ID: 19003092