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Xerox Statement of Work Negotiations Manager (SNM) in United States

Xerox (NYSE: XRX) makes every day work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at at and explore our commitment to diversity and inclusion! at

Job Location: Virtual


The Statement of Work Negotiations Manager (SNM) position involves the management and coordination of the Statement of Work (“SOW”) negotiation process. This includes Managed Print Services (MPS) SOWs and the Next Generation Services. The SNMs work with the account teams (sales and delivery), to ensure that each SOW effectively documents the work Xerox has committed to do for the customer, and how our success at delivering on those commitments will be measured. This position acts as a point of contact for negotiation of MPS SOW content that varies from Xerox templates, and assesses our exception process capability. The SNM will work with various other functions including OGC, Accounting, Sales, Risk Management, the Billing organizations, and any other necessary subject matter experts to develop positions for contract negotiations. Securing proper approval for non-standard contract clauses in key risk areas, as well as ensuring conformity and consistency in application of Xerox legal and business policies and practices is required. Of particular importance is ensuring Accounting requirements for the capitalization of equipment are met, when applicable.

The SNM position is the focal point of contact in responding to customer SOW positions and negotiating language that is acceptable to both parties. The position requires knowledge of MDS offerings as well as strong creative and analytical problem solving. Superior negotiation and communication skills (both oral and written) are required to manage and negotiate SOWs as appropriate.

Key Role, Tasks and Activities:

  • Participate in contracting and SOW strategy with account team (delivery and sales) as well as contract support resources (OGC, USCBO, etc.)

  • Assist field in SOW negotiations, and coordinate related contract modifications if needed

  • Direct participation in SOW negotiations with customer as required

  • Work directly with Accounting to ensure capitalization capability is retained based upon Customer requested changes.

  • Essential Functions:

  • Review, red-line and negotiate SOWs working closely with Accounting and OGC

  • Assess degree of risk within an SOW in order to protect Xerox’s interests.

  • Engage in direct negotiation with customers

  • Create non-standard SOW language as appropriate.

  • Support bid management and business unit managers by serving as the primary contact between the bid management or business unit customer and legal, ensuring that all SOW matters are addressed efficiently and promptly.

  • Forward items for action to appropriate parties if they have not received the notice or are delinquent. Escalate as necessary to ensure key dates are not missed.

  • Maintain strong relationships with OGC, Accounting, USCBO, bid management and other business partners as required.

  • Participate in special projects to improve processes across the organization in relation to the contracting process.

Qualifications Required:

  • Highly articulate communicator both orally and in writing

  • Strong understanding of SOW template content, and the differences between the three versions of MPS that Xerox sells: Model A, Model B, and Model C

  • Understanding or awareness of MPS value propositions ( cost savings and efficiency, environmental sustainability, pre-emptive support via proactive monitoring, global or enterprise governance, security, innovation services such as mobile print, follow me print, EPG, etc.)

  • Knowledge of Xerox products, solutions, contract offerings and process capabilities

  • Experience in SOW negotiation and deal construction process

  • Confident/comfortable negotiating SOWs with customers and explaining SOW concepts

  • Experience with implementing an MPS solution

  • Success in redlining and negotiating moderately complex documents with minimal supervision

  • Proven interpersonal, negotiation and persuasion techniques

  • Self-motivated with strong organizational skills and attention to detail

  • Ability to multi-task and work under pressure and meet tight deadlines

  • Proficiency in Microsoft Word, Excel and PowerPoint

  • Accounting/FASB knowledge

  • Ability to build and maintain relationships outside of direct working area with key contacts in other areas

  • Must be able to resolve issues in difficult situations

  • Ability to read and comprehend a business case to align SOW to business requirements, risks and issues

Candidate Education:

  • Bachelor’s degree required, advanced degree preferred.


  • Business writing concentration

  • Experience in capturing global sales or large deals

  • Knowledge of Xerox Accounting equipment capitalization requirements.

  • Knowledge of Xerox administrative and Billing processes

Title: Statement of Work Negotiations Manager (SNM)

Location: United States

Requisition ID: 20000220

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.