General Information

City
Honolulu
State/Province
Hawaii
Country
United States
Department
STRATEGIC OR LARGE ACCOUNT MANAGEMENT
Date
Wednesday, November 20, 2024
Working time
Full-time
Ref#
20034283
Job Level
Individual Contributor
Job Type
Experienced
Job Field
STRATEGIC OR LARGE ACCOUNT MANAGEMENT
Seniority Level
Associate
Currency
USD - United States - US
Annual Base Salary Minimum
71,880
Annual Base Salary Maximum
143,760
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, we cannot guarantee the validity of this posting. For a list of our current internal postings, please visit Xerox 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.

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:
Builds and maintains effective relationships with a defined customer base to ensure a high level of satisfaction and increase revenues. Identifies, develops and typically closes new sales opportunities. Serves as the primary interface for all products and services, and creates demand for the organization's products and services by raising their profile with customers.

Key Performance Indicators:
  • Maintain Pipeline /Forecast Accuracy
  • Profitable Revenue Growth
  • Increased penetration/wallet share/Signings
  • Retention
Scope:
  • Total Revenue & Signings:  $3-$10M TCLR -services, technology and equipment
  • Regional/National Accounts
  • #of Accounts: 8-9 Accounts (user & non-user)
General:
  • Uses best practices and knowledge of internal or external business issues to improve products or services
  • Acts as a resource for colleagues with less experience
  • Requires in-depth knowledge and experience
  • Decisions guided by policies, procedures and business plan
  • Generally domestic 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
  • Up sell/cross-sell opportunities
  • Define and meet Win Strategy Criteria, 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 Responsibilities:
  • Responsible for average accounts and/or dollar quota/territory compared to the company’s average
  • Sells complex products or services, develop new accounts and/or expand existing accounts
  • Has high level of 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 range complex problems; takes a new perspective using existing solutions
  • Exercises judgment within defined procedures, practices and policies to obtain solutions
  • Freedom to Act:
  • Works independently; receives minimal guidance
  • Determines and develops approach to solutions
  • Work is evaluated to ensure objectives have been met
Desired Skills and Experience:
  • Bachelor’s degree or relevant experience.
  • Experience within DoD and experience with contracting requirements.
  • Software/Hardware sales experience focusing on strategic account management within the Federal Government.
  • Ability to build strong relationship with Federal Government C-Suite.
  • Military Experience is a plus.
  • Experience using Customer Relationship Management (CRM) tools (like SFDC).
  • Experience using Pipeline Management and analytic tools.
  • Experience using Microsoft Products (Excel, Outlook, PowerPoint etc).\
  • Strong organization and communication skills
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