Sales Executive II, Strategic or Large Account Management

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.

Job Purpose:

• To build inroads into the enterprise accounts and generate profitable sales addressing both New- Add Sales (New Logo and New business in existing accounts) and Renewals with focus on Deal Qualifications, Sales- solution pitch, early conversions ensuring early time to Revenue, Account Management of key accounts, customer Engagement CXO levels, etc.
• This role will look after Managed Services and Digital Solution Sales.

Outcome:

• Achieve assigned targets as a minimum requirement
• Establish relationships with all the key influencers within the assigned/ identified account
• Strengthen brand recall in the set of accounts within the verticals

Job Responsibilities:

• Deliver Business results as per plan.
• Generate and convert pipeline.
• Manage relationship in accounts with key decision makers and Influencers.
• Gather industry/company specific insights and link it with Xerox offerings to develop value proposition for the customer including partner empanelment/ management for concerned solution offering on need basis.
• Strategic selling: Articulate relevant Xerox solutions and offering to address customer needs.
• Develop strategic relationships with large SI’s and alliance partners for joint offerings to the customer.
• Participate in regular account reviews ensuring participation both from Xerox key influences and the customer.
• Engage with supporting departments and third-party vendors to build proposals, which help, deliver customer requirements.
• Adhere to the account management process thereby creating enhanced brand visibility, comprehensive understanding of account opportunity and improved forecast accuracy for predictable business results.
• Ensure up-gradation of skills and competencies through self-managed learning processes.

Background and Experience:

• 15+ years of experience at various levels in Sales.
• Strong Managed Print Services- Large accounts and understanding on Digital Solution Services desirable
• Should have experience in enterprise (B2B) selling across BFSI/Govt/Healthcare/Retail/Manufacturing is desirable
• Should have exposure to enterprise solutions and consultative selling- Govt/ Large Corporates is desirable
• Should have hands on experience in end Customer Management
• Person from IT Consulting, Document Management with latest technologies (OCR-ICR/Robotics Process Automation/Blockchain/GIS/Data Analytics/Content Management/ Cloud Solutions) would be good to have.

Education:

• MBA (Preferably from premium B school) in Sales/ Marketing/ any other related discipline
• Graduation (any)

Attributes & Competencies:

• Strong Communication and presentation skills
• Ability to develop good interpersonal skills
• Ability to engage at C level
• Sound understanding of latest technology in the respective verticals
• Financial acumen; ability to understand business implications
• Strong Account Management skills and Customer Relationship management