Senior Account Manager Jobs

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.
Xerox Client Manager : Key Accounts
Role Overview:

• This position will be responsible for driving both short-term sales results within the accounts and developing and implementing longer term strategies to ensure Xerox will retain the current business and find new business to grow.
• This is a quota bearing role with both a salary and incentive/commission elements.
• The Senior Account Manager for Key Accounts is responsible for selling the Xerox Services portfolio to a defined set of established large/enterprise Services customers (generally 5 to 7 customers). This position requires the individual to develop a strong understanding of the customer’s business and to proactively engage with clients across all levels of the organization from operational to executive. This knowledge and insight will enable the Senior Account Manager to identify and sell compelling solutions to enhance client success, increase utilization of current products& services and drive profitable revenue growth.
• 60% of the time will be spent on new business development inside these established client accounts.

Primary Responsibilities:

• Ensure 100% renewal win rate within existing accounts by maintaining and expanding relationships in all accounts.
• Maintain and further develop existing customer relationships and create new customer relationships, through regular contact and communication.
• Must be skilled in the area of financial presentation and negotiation with the client to effectively close profitable deals based on what’s best for the client and Xerox.
• At a minimum, achieve monthly forecasts and quarterly and annual sales targets (plan). Sales targets are set based on assignment. Primary sales targets ($) are Total Revenue, Total Profit & New Business Signings
• Establish and grow relationships weekly within all Lines of Business and Lines of Service within your assigned accounts.
• Lead and conduct business case activity to demonstrate value of change.
• Relentless pursuit of New Business development within Enterprise level Key Accounts and New Logo accounts.
• Monthly and quarterly performance reviews with each customer, to also include innovation and development discussions.
• Identify issues within your customers business that may be resolved by leveraging Xerox Services.
• Lead contract negotiations for services renewals and new business expansion
• Achieve pipeline targets and cycle advancement objectives to drive sales targets.
• Write business proposals and skillfully present to senior leadership
• Responsible for P&L management for each account. P&L includes existing services and any new services sold to the client base.
• Completion of Monthly Forecasts associated with signings and account P&L.

Candidate Qualifications:

• Minimum 10 years of sales / consulting experience in Enterprise IT solution sales
• Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior management
• Proven track record for consistently achieving services revenue and related sales targets and customer satisfaction metrics.
• Experience in solutions and software sales
• Excellent written and verbal communications skills
• Excellent written and verbal communications skills
• Knowledgeable regarding competitive landscape, industry trends and vertical markets
• Demonstrated ability to self-develop and to continuously expand your knowledge about your clients and Xerox.
• Experience with influencing and writing RFP’s is an asset.
• Experience with selling to enterprise accounts
• Adept at establishing and growing director and executive level relationships across all lines of business, and lines of service, within large enterprise accounts.
• In depth knowledge of competitor products, solution offerings and market in which Xerox competes to ensure the successful positioning of Xerox offerings
• Technically proficient with Microsoft Office tools and CRM’s (i.e. Siebel)
• Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior management
• Able to identify and develop effective relationships with key, strategic decision-makers to develop and further selling opportunities
• Technically proficient with Microsoft Office tools and CRM’s (i.e. Siebel)