Xerox Client Manager II, Strategic or Large Account Management in Anaheim, California

Purpose:

• 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)

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:

◦ 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

Candidate Education:

Minimum Bachelor's Degree or equivalent

Candidate Background: Skills, Knowledge & Ability:

Minimum Comparable Account and industry- based sales experience

Minimum Knowledge of current/next generation services offerings

Minimum Deep Industry knowledge- business process and competitive landscape

Minimum IT Standard knowledge- TBD

Minimum Demonstrated negotiation skills balance client requirements with business case for deal

Minimum Demonstrated CIO and Other C-level interaction and insight-based influence

Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox in the U.S. may request such accommodation(s) by sending an e-mail to accommodations@xerox.com

Job: Strategic & Large Account Management

Organization: Healthcare and Higher Education

Title: Client Manager II, Strategic or Large Account Management

Location: California-Los Angeles

Requisition ID: 17000529

Other Locations: United States-California-Anaheim, United States-California-Santa Ana, United States-California, United States-California-Pleasanton

Virtual/work from home? Yes