Xerox

Purpose:

Responsible for generating sales in order to meet individual/team quotas and company business objectives.  May manage existing accounts as part of a larger account team or could manage named accounts within a geography for a particular product or product set.  A portion of incumbent earnings normally paid on quota via an incentive/commission scheme.

Key Performance Indicators:

• New and Additional Profitable Revenue Growth
• Increased penetration/Signings for offering space
• Customer Retention

Scope:

• Recognized as an expert in own function
• Interprets internal or external business issues and recommends solutions/best practices
• Decisions are guided by resource availability and functional objectives primarily domestic scope/accountability; may include some international scope/accountability

Primary Responsibilities:

• Works with Client Manager to provides subject matter expertise on the services offerings leading to a detailed statement of work
• Provide the business rationale and risk assessment to management for making investments in the account to develop business.
• Become the “trusted adviser” on services and solutions that address the client’s business challenges.
• Participate with the appropriate sales organization in account planning.
• Provide support and input in RFP responses, business case analysis, risk profiles and statements of work
• Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects

Sales:

• Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher than average quota/territory
• Sells complex products and/or 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

Problem Complexity:

• Solves a diverse array of complex problems; takes a broad perspective to identify solutions
• Uses judgment within broadly defined policies and practices
• Analysis of a variety of factors, including an understanding of current business trends required
• Follows processes and operational policies in selecting methods and techniques for obtaining solutions
• Requires in-depth knowledge of organization objectives

Freedom to Act:

• Works independently, with guidance in only the most complex situations
• Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results
• Exerts significant latitude in determining objectives