Xerox

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