Xerox

Key Roles and Responsibilities:

The role is selling the Xerox portfolio of complex, high value solutions/services/software/technology to the Health sector in Ireland. This will be a combination of managing and growing existing accounts through digital and print services plus securing New Logo clients.

The Client Manager will drive and grow revenue by providing high-value digital and print services. They will be the major influencer of an existing or prospective client’s strategy. They are a thought leader, experienced and sought out by the client for advice on business problems and opportunities.

Key Role Tasks and Activities:

This role’s primary focus is to drive revenue through the Xerox Global Document Services portfolio in New and Existing Clients.

• Creates new opportunities within their accounts
• Grows and develops existing accounts with digitally lead services
• Understands the role Digital Transformation plays in an organisation and how the Xerox Digital Services Portfolio supports this
• Builds trust, engages, and develops senior client relationship, particularly C and D level, with New and Existing Clients
• Articulates the Xerox strategy that links into clients’ drivers in share of wallet within their sector
• Generates innovative ideas, challenges current thinking, and achieves buy in from the stakeholders
• Thought leader and sought out by the client for advice on business problems and opportunities
• Generates new sales pursuits through direct engagements with the client
• Understands market dynamics and influences within the sector
• Plans and manages an existing account base to enable growth
• Develops and executes strategy to increase market share
• Builds, grows, and maintains a strong business pipeline
• Consistently delivers an on-Plan performance
• Demonstrates and applies industry awareness within the sector

Education and Experience:

Essential

• Significant track record and results within an Information Technology Services organisation, with experience selling digital services – minimum 5 years.
• Proven ability to uncover and lead with digital
• Demonstrated ability to consistently exceed individual quarterly and annual quotas
• Proven success selling solutions and services that align with a client’s strategic priorities
• Significant experience in proactively engaging at Senior Executive Level within Clients organisation
• Demonstrated ability to grow existing Client accounts through new services and solutions
• Excellent communication and presentation skills
• Proven negotiator

Desirable

• Working successfully with the Health Sector in Ireland
• Good knowledge and experience of the marketplace in which Xerox operates.
• Relevant University degree or post graduate degree (e.g., Business Management).
• Experience and track record of working in Health and Higher Education vertical markets
• Experience in managing opportunity pipeline and key activities via Salesforce.com.
• Demonstrates ability to network with prospective clients via multi-channel platforms

Competencies:

• Collaborative team player who is willing to tackle the unexpected, embrace change and work cooperatively in diverse group situations.
• Excellent prioritisation, organisational, time management and project management skills as well as the ability to adapt to shifting priorities and work under pressure to meet deadlines.
• Exceptional attention to detail with ability to work under pressure in a fast-paced environment, executing multiple projects while meeting strict deadlines.

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