Client Manager - Named Accounts

Company: Xerox
Location: Cicero
Posted on: March 16, 2023

Job Description:

General information









City:




Aurora, Chicago, Joliet, Naperville, Oak Park, Cicero, Berwyn





State/Province:




Illinois





Country:




United States





Department:




Sales





Date:




Wednesday, March 1, 2023





Working time:




Full-time





Ref#:




20021765





Job Level:




Individual Contributor





Job Type:




Experienced





Job Field:




Sales





Seniority Level:




Associate












Description & Requirements




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: As a Client Manager - Named Accounts your role is Sales Leadership. You will have responsibility regarding the below objectives for the named accounts in your charter.

• Build and maintain effective relationships with a defined user and non-user client base to ensure a high level of satisfaction and increase revenues. Identifies, develops and closes new sales opportunities.
• Serve as the primary client interface for all products and services.
• Create demand for the organization's products and services by raising their profile with customers. Key Performance Indicators (KPIs):
  • Exceed Sales Targets and Quotas
  • Maintain Pipeline /Forecast Accuracy
  • Deliver Profitable Revenue Growth
  • Increased market share / wallet share / Signings
  • Retention Specific:
    • Total Revenue and Signings: > $10M TCLR- services, technology and equipment
    • National / Multi-Country Accounts: Primarily F-1000 / Global 500
    • Number of Accounts: 1-20 (user and non-user) Scope:
      • Recognized as an expert in own function
      • Effectively aligns Xerox Solutions to client business goals
      • Decisions are guided by resource availability and functional objectives
      • Primarily domestic scope / accountability; may include some international scope / accountability
        
        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
        • Upsell / cross-sell opportunities
        • Establish and lead Win Strategy for key opportunities; 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 Sales:
          • Responsible for selling into larger, complex, high visibility, strategic, and tactically important, Enterprise accounts.
          • Sells complex products and 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
            
            Candidate Qualifications:
            • Proven sales / consulting experience.
            • Experience with influencing and writing RFP's is an asset.
            • Demonstrated ability to self-develop and to continuously expand your knowledge about your clients and Xerox.
            • Experience with selling to enterprise accounts
            • Able to identify and develop effective relationships with key, strategic decision-makers in order to develop and further selling opportunities
            • Proven track record for consistently achieving services revenue and related sales targets and customer satisfaction metrics.
            • Experience in solutions and software sales
            • Knowledgeable regarding competitive landscape, industry trends and vertical markets
            • In depth knowledge of competitor products, solution offerings and market in which Xerox competes to ensure the successful positioning of Xerox offerings
            • Excellent written and verbal communications skills
            • Technically proficient with Microsoft Office tools and CRM's (i.e., Salesforce)
            • Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior management #LI-SS2

Keywords: Xerox, Cicero , Client Manager - Named Accounts, Executive , Cicero, Illinois