About this role
The salary range above represents the low and high end in the local currency of Xerox’s salary range for this position and is reflected in an annualized amount. Actual salaries will vary based on factors including, but not limited to, geographic location, market competition, and/or the successful applicant’s education, experience, knowledge, skills, and abilities. The range listed is just one component of Xerox’s total compensation package for employees. Employees are also afforded a comprehensive suite of benefits, to view those details please visit Xerox Careers for your applicable country. If you are not reviewing this job posting on Xerox Careers (https://xerox.avature.net/en_US/careers), we cannot guarantee the validity of this posting. For a list of our current internal postings, please visit Xerox Careers (https://xerox.avature.net/en_US/careers).
Sales: Your actual On Target Earnings (OTE), which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location.
About Xerox Holdings Corporation For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power the hybrid workplace of today and tomorrow. Today, Xerox is continuing its legacy of innovation to deliver client-centric and digitally-driven technology solutions and meet the needs of today’s global, distributed workforce. From the office to industrial environments, our differentiated business and technology offerings and financial services are essential workplace technology solutions that drive success for our clients. At Xerox, we make work, work. Learn more about us at www.xerox.com (http://www.xerox.com/) .
Purpose
Responsible for generating sales in order to meet individual/team quotas and company business objectives. May manage existing accounts as part of a larger account team or could manage named accounts within a geography for a particular product or product set. A portion of incumbent earnings normally paid on quota via an incentive/commission scheme.
Key Performance Indicators
- New and Additional Profitable Revenue Growth
- Increased penetration/Signings for offering space
- Customer Retention
Scope
General
- Recognized as an expert in own function
- Interprets internal or external business issues and recommends solutions/best practices
- Decisions are guided by resource availability and functional objectives
- Primarily domestic scope/accountability; may include some international scope/accountability
- Progression to this level is typically restricted on the basis of business requirement
Primary Responsibilities
- Works with Client Manager to provides 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.
- 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
Sales
- Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher-than-average quota/territory
- Sell complex products and/or services, develop new accounts and expand existing accounts
- Has extremely high 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
Problem Complexity
- Solves a diverse array of complex problems; takes a broad perspective to identify solutions
- Uses judgment within broadly defined policies and practices
- Analysis of a variety of factors, including an understanding of current business trends required
- Follows processes and operational policies in selecting methods and techniques for obtaining solutions
- Requires in-depth knowledge of organization objectives
Freedom to Act
- Works independently, with guidance in only the most complex situations
- Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results
- Exerts significant latitude in determining objectives
Requirements
- 5+ years of sales experience in digital production printing equipment, including high-end hardware, software, and finishing solutions
- Proven success in consultative selling, business development, and closing complex, high-value sales opportunities
- Experience in an overlay sales role, partnering with Account Managers to identify opportunities and drive revenue growth
- Strong executive presence with the ability to deliver compelling C-level presentations and communicate product value propositions
- Proficiency in PowerPoint, Salesforce CRM, and sales analytics tools
- Demonstrated ability to motivate and influence sales teams, lead sales initiatives, and drive collaboration
- Entrepreneurial, self-motivated professional with a strong hunter mentality and the ability to work autonomously
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