Client Manager - Commercial Accounts

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 today’s workforce. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients — no matter where that work is being done. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things and cleantech. Learn more at www.xerox.com and explore our commitment to diversity and inclusion.

Purpose:

• This position will be responsible for driving both short-term sales activity with an account, and with developing and implementing longer term strategies to ensure Xerox will retain the account and grow new business.
• This position has responsibility for selling Xerox solutions, including hardware, software and services and will market the full line of Xerox products, to both current Xerox customers and non-customers within a specified geographic territory.
• Responsible to manage existing accounts and new customers within a geography for the Xerox product offerings. This is a quota bearing role via an incentive/commission plan.
• The client manager is a highly energetic, self-motivating sales role with high accountability and client engagement on a daily, weekly, and monthly basis.
• Manage key executive engagements and expand relationships across all lines of business inside customer accounts, both existing and hunting new logos.
• Responsible for generating sales to meet individual quotas including our portfolio of digital services solutions and software.

Primary Responsibilities:

• Accountable for forecast accuracy monthly inside an assigned territory.
• Maintain and further develop existing customer relationships and create new customer relationships, through regular contact and communication.
• Develop and implements business (short & long term) plans for client base to identify, sell, and support incremental value-added services and/or products in existing client accounts.
• Responsible to grow and manage the business within existing clients and new business.
• Responsible for growing and managing pipeline inside all Xerox offerings.
• Own and manage the entire sales cycle. Leverage executive level sponsorship in the client’s organization to bring new insight (teaching) to the client about Xerox solutions and services that address their business challenges. This insight is critical to effectively sell services and needs to be the result of industry and client-specific on-going research.
• Entering activities and information, growing pipeline inside of Salesforce CRM, daily
• Develop and present Quarterly Business Plan Review to management.
• Must be skilled in financial presentation and negotiation with the client to effectively close profitable deals based on what’s best for the client and Xerox.
• Developing new business through cold-calling and prospecting on a continual basis within the dedicated territory or with established accounts.
• Responsible for opening assessments and building business cases for clients.
• At a minimum achieve monthly, quarterly, and annual sales targets.

Qualifications:

• Proven track record for consistently achieving services revenue and related sales targets and customer satisfaction metrics.
• Experience and proven success with business development and new logos within enterprise accounts is required.
• Able to identify and develop effective relationships with key, strategic decision-makers to develop and further selling
• In depth knowledge of competitor products, solution offerings and market in which Xerox competes to ensure the successful positioning of Xerox
• Established relationships / network within Enterprise accounts is an
• Technically proficient with Microsoft Office tools and CRM’s (i.e., Salesforce)
• Offerings.
• Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior
• Minimum 5 years of direct quota baring sales / consulting experience within technology and IT sales.
• Experience selling into Fortune 500
• Excellent written, verbal and presentation communications skills
• Accounts.
• Demonstrated ability to self-develop and to continuously expand your knowledge about your clients and Xerox.
• Management.
• Knowledgeable regarding competitive landscape, industry trends and vertical markets
• Opportunities.
• Asset.
• Experience with influencing and writing RFP’s is an asset.