Xerox Sr. Workflow Sales Specialist, Strategic or Large Account Management in United States

Xerox Corporation (NYSE: XRX) is an $11 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.

Learn more at www.xerox.com.

PrimaryResponsibilities:

o Acts as thought leader and influencer of client business process strategy.

o Participates sales cycle and win strategy to assess client industry/ needs and IT environment related to key drivers for work flow productivity and recommends offering/business case

o Delivers specialized knowledge to client and throughout the sales cycle to target business needs and differentiate Xerox workflow from competition

o Works with Client Manager to define, design, and execute outsourcing requirements

o Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects

Sales:

o Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher than average quota/territory

o Sells complex products and/or services, develop new accounts and expand existing accounts

o Has extremely high authority or opportunity to set and negotiate product/service terms

o May act as a lead in a team when presenting products/services to existing or prospective customers

o Influences customers and diffuses potential problems

o Anticipates customer needs and identifies appropriate alternatives

Problem Complexity:

o Solves a diverse array of complex problems; takes a broad perspective to identify solutions

o Uses judgment within broadly defined policies and practices

o Analysis of a variety of factors, including an understanding of current business trends required

o Follows processes and operational policies in selecting methods and techniques for obtaining solutions

o Requires in-depth knowledge of organization objectives

Key Performance Indicators:

o New and Additional Profitable Revenue Growth

o Increased penetration/Signings for offering space

o Customer Retention

Scope:

o Revenue Target for Workflow Offering

o Aligned with Client Managers for defined set of accounts/pursuits

o Specialization within Fortune 500 Accounts

Freedom to Act:

o Works independently, with guidance in only the most complex situations

o Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results

o Exerts significant latitude in determining objectives

Background, Experience andQualifications:

Candidate Education:

o Minimum Bachelor's Degree or equivalent/Preferred in technical offering area

Candidate Background: Skills, Knowledge & Ability:

o Minimum Enterprise-wide /complete SME Workflow and Business Process Offerings knowledge

o Minimum IT Standard knowledge

o Minimum Deep understanding of competitive landscape and Industry knowledge

o Minimum CIO and other C-level interaction, influence based on insights

o Experience working with Fortune 500 accounts

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: Sr. Workflow Sales Specialist, Strategic or Large Account Management

Location: United States

Requisition ID: 19000007