Xerox Communication Services Specialist - Enterprise & Government dAccounts in PHILADELPHIA, Pennsylvania
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Xerox Corporation (NYSE: XRX) is an $8 billion technology leader that innovates the way the world communicates, connects and works. Our expertise is more important than ever as customers of all sizes look to improve productivity, maximize profitability and increase satisfaction. We do this for small and mid-size businesses, large enterprises, governments, graphic communications providers, and for our partners who serve them. We understand what's at the heart of work and all of the forms it can take. We embrace the increasingly complex world of paper and digital. Office and mobile. Personal and social. Every day across the globe in more than 160 countries our technology, software and people successfully navigate those intersections. We automate, personalize, package, analyze and secure information to keep our customers moving at an accelerated pace.
Xerox is looking for a Communications Services Specialist (CSS) that focuses on selling complex, high value communication and marketing services, digital transformation services, and services/solutions around production print/mail centers to large enterprise named accounts.
These services are both horizontal (ie..digital hub, campaigns on demand) and vertical (digital patient, digital insurer, digital citizen etc.) in nature and leverage Xerox’s services portfolio with differentiated technology and solutions to advance the future of work for our clients.
The CSS creates value for these organizations by tailoring Xerox and partner solutions, software, hardware and services across the client communications path. This is typically over a long sales cycle and the CS will lead a cross functional team of solution architects, delivery, hardware specialists, financial analysts and client managers to tailor and sell high impact, high value services. CSS are also responsible downstream for SOW negotiations across both current and new clients.
CSS plans and executes strategies for several large, complex opportunities with named key/ strategic customers and typically maintains relationships with customers on a senior management or executive level often in Marketing, IT, and Sourcing.
Key Performance Indicators :
Annual Services contract revenue and profit (Annual Services Contract Value and Annual Services Contract Gross Profit)
Increased penetration of services/solution
90% revenue/profit retention of existing services contracts
Selling to generally domestic US Large Enterprise Named accounts
Federal Government Account (FEDRAMP)
New business, New Logo, Renewal Business
Develop proposals and respond to RFP’s for related services
Business case coordinator on large opportunities >5M contract life value
Leverage Xerox tools to create pricing/proposals etc on smaller opportunities <5M contract life value
Lead client and internal strategist on applicable offerings
Does NOT include hardware/software sales targets although services revenue may include workflow software and/or production print hardware that drives incremental annual contract revenue and profit.
Requires in-depth knowledge and experience in Digital Print as well as Communication/Marketing Services.
Comfortable driving SOW negotiations and strong financial acumen (understanding of complex business case hydraulics and correlating risk based on leveraged assumptions)
Uses best practices and knowledge of internal or external business issues to improve products or services
Acts as an SME and account strategist for client managers selling CS services
Decisions guided by policies, procedures and business plan
Primary Responsibilities :
Works with Client Managers to direct, collaborate and provide subject matter expertise on the services offerings leading to a detailed statement of work.
Provide the business rationale and risk assessment to management for making investments in the account to develop business.
Become the “trusted adviser” on services and solutions that address the client’s business challenges. Coach and inspire them to embrace a new way of doing business with Xerox Services.
Participate with the appropriate sales organization in account planning.
Provide support and input in RFP responses, business case analysis, risk profiles and statements of work
Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects and 3rd party solution providers.
Sells complex products or services, develop new accounts and/or expand existing accounts
Has high level of authority or opportunity to set and negotiate product/service terms
May act as a lead in a team when presenting products/services to existing or prospective customers
Influences customers and diffuses potential problems
Anticipates customer needs and identifies appropriate alternatives
Solves a range complex problems for clients, such as:
Educate clients Xerox offerings for email marketing campaigns
Design & produce advertising (print & digital)
Candidate Education :
MBA – Preferred (not required)
Candidate Background :
Minimum: CSS Service Offerings knowledge - (Digital Print; Omni- Channel Services)
Minimum: IT Standard knowledge- TBD
Minimum: Deep understanding of competitive landscape and Industry knowledge in both print and Marcom services
Minimum: CIO and other C-level influencer central print services strategy
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. Learn more at www.xerox.com at https://www.xerox.com/ and explorer our commitment to diversity and inclusion! at https://www.xerox.com/en-us/jobs/diversity 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.
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Title: Communication Services Specialist - Enterprise & Government dAccounts
Location: District of Columbia-WASHINGTON
Requisition ID: 19004408
Other Locations: United States-Massachusetts-BOSTON, United States-New York-NEW YORK, United States-Maryland-Baltimore, United States-Pennsylvania-PHILADELPHIA