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 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.
Position Objective
Premier Sales opportunity in the Graphics Communication Business Alliance Account Operation. Responsible for selling all Xerox solutions and services (with a primary focus on Production) to Office Depot, one of Xerox’ largest revenue producing accounts.
Provide Global account focused sales expertise, designed to over-achieve both the Major Account P&L and the Post Sale Revenue plans.
Utilize the in-depth understanding of Office Depot to exceed targeted financial / expense and customer satisfaction targets.
Participate in the development and implementation of the account strategy to enable the engagement of all Xerox Business Units, third parties, channels and services to drive profitable revenue growth for Xerox.
Note - While our account, Office Depot, is based in Boca Raton, this is a remote position, and we are considering applicants from the Eastern U.S., preferably the Southeastern region.Essential Functions
Develop National Account Strategy across all business segments
Deliver strategy presentations to C-Level executives
Understand and aggressively pursue Office Depot requirements and objectives
Identify new opportunities to grow Office Depot revenues and expand the Xerox relationship as new products and solutions are launched by Xerox.
Provide technical expertise in recommending, configuring and supporting solutions.
Determine technical requirements needed for networking products.
Work closely with Office Depot to trouble-shoot issues (ie: Service, Supplies)
Work as a technical consultant on any questions related to Xerox technology.
Attain and overachieve primary business and financial objectives (MAPL and Post Sale Revenue targets)
Sale of all equipment, technical solutions, supplies and services
Competent in all aspects of technology and able to manage through the sales cycle without benefit of specialist overlay
Introduce partner sales personnel from Xerox Business Units, Marketing Partner, Channels and Services into the sales cycles
Develop major account bid responses
Identify opportunities for XGS solutions and orchestrate sales cycle
Negotiate Major Account contracts with senior level Office Depot executives utilizing House Account pricing resources and Contract management personnel
Grow baseline revenue streams for service through volume building exercises including application development and competitive takeover
Grow baseline revenue streams for paper, applications through put and consumables through Business Services, Retail and North America Delivery channels
Develop monthly and yearly outlook. Develop and manage master prospect list.
Qualifications
Leadership Attributes:
Long-term Strategic Thinking
Results-oriented
Works well under pressure
Adaptable to changing environment
Cross-functional understanding
Manage multiple internal and external resources
Self-managing
Preferred Experience:
5-10 years successful sales / analyst experience and proven account management skills with major accounts. President's Club level of sales success considered a plus.
Strong financial and analytical acumen.
Strong Microsoft Office Suite Knowledge, especially advanced Excel and PowerPoint competence.
Excellent written and verbal communications skills.
Exceptional presentation / demonstration skills.
Works well within Collaborative environment.
In-depth knowledge of Xerox Solutions and Services.
Ability to utilize Xerox internal systems including ValuQuix, X-Sellerator and Salesforce.com, Xerox Service systems (knowledge of Xerox billing helpful)
Willingness to travel nationally, with more frequent travel to South Florida
Prefer Florida Based (open to East Coast//Midwest) -based position.
Strong detail orientation and organizational ability.
In-depth knowledge of the trends in both Graphic Arts and Retail.
Demonstrated strong negotiation skills.
Ability to engage and communicate with high-level decision makers.
Ability to work well in a highly motivated, team environment - one that is supportive of all members and takes advantage of mixed skill sets to consistently overachieve all targets.
Excellent relationship builder.
BS/BA degree or equivalent.
#LI-Remote