Xerox Client Manager I, Strategic or Large Account Management in United States

Purpose:

• Key Performance Indicators:

◦ Maintain Pipeline /Forecast Accuracy

◦ Profitable Revenue Growth

◦ Increased penetration/wallet share/Signings

◦ Retention

Scope:

• Total Revenue & Signings: $3-$10M TCLR -services, technology and equipment

• Regional/National Accounts

• #of Accounts: 8-9 Accounts (user & non-user)

Primary Responsibilities:

• Lead Account Business Planning (ABP) to plan, forecast and secure results, including aligned delivery

• Lead development of business case strategy for client

• Use industry sector experience and client knowledge to assess client unique industry, business and IT environment needs to match Xerox Offerings.

• Builds, maintains/grows client key stakeholder relationships -CIO and Functional VPs, to offer/execute insights and value delivered by service offerings

• Generate consistent pipeline for business performance

• Up sell/cross-sell opportunities

• Define and meet Win Strategy Criteria, using sales specialists, solution architects and other SME roles to craft specific offering and technical requirements for SOW

• Lead development of proposal/RFP in partnership with Bid Center

• Partner with delivery to support QBR process to continuously leverage new service offers, retain client accounts and grow profitable revenue

Candidate Education:

Minimum Bachelor's Degree or equivalent

Candidate Background: Skills, Knowledge & Ability:

Minimum Comparable Account and industry- based sales experience 3-5 yrs.

Minimum Knowledge of current/next generation services offerings

Minimum Deep Industry knowledge- business process and competitive landscape

Minimum IT Standard knowledge- TBD

Minimum Demonstrated negotiation skills balance client requirements with business case for deal

Minimum Demonstrated CIO and Other C-level interaction and insight-based influence

Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox in the U.S. may request such accommodation(s) by sending an e-mail to accommodations@xerox.com

Job: Strategic & Large Account Management

Organization: Large Enterprise Operations US

Title: Client Manager I, Strategic or Large Account Management

Location: United States

Requisition ID: 16031308

Virtual/work from home? Yes