Xerox MPS Sales Specialist II, Large Deal Acquisition in Tulsa, Oklahoma
Note: Candidates for this role may reside in Dallas TX, Austin TX, or Tulsa OK. Must be in metro area of any of these 3 cities.
Sells complex, high value solutions and/or services.
Plans, facilitates and/or conducts complex new business negotiations, typically over a long sales cycle.
Plans and executes effective relationship strategies for one strategic or several large, complex opportunities with a limited number of key/ strategic customers and typically maintains relationships with customers on a senior management or executive level. Includes large deal acquisition sales for consulting and professional services, outsourcing services for example.
Key Performance Indicators:
New and Additional Profitable Revenue Growth
Increased penetration/Signings for offering space
Revenue Target for full EPS Offering
Aligned with Client Managers for defined set of accounts/pursuits
Specialization by Industry where possible
Uses best practices and knowledge of internal or external business issues to improve products or services
Acts as a resource for colleagues with less experience
Requires in-depth knowledge and experience
Decisions guided by policies, procedures and business plan
Generally domestic scope/accountability
Acts as thought leader and influencer of client business process strategy.
Participates sales cycle and win strategy to assess client industry/ needs and IT environment related to key drivers for MPS productivity and recommends offering/business case
Delivers specialized knowledge to client and throughout the sales cycle to target business needs and differentiate Xerox MPS Offering from competition
Works with Client Manager to define, design, and execute outsourcing requirements
Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects
Responsible for average accounts and/or dollar quota/territory compared to the company’s average
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; takes a new perspective 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 been met
- Graduation in specialized field (Example: Bachelor of Engineering etc.) or equivalent/Preferred in technical offering area
Enterprise-wide /complete SME MPS Offerings knowledge
IT Standard knowledge
Deep understanding of competitive landscape and Industry knowledge
CIO and other C-level interaction, influence based on insights
Title: MPS Sales Specialist II, Large Deal Acquisition
Requisition ID: 19000105
Other Locations: United States-Oklahoma-Tulsa, United States-TX-Austin
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.