Title: Managed Print Solutions Executive (MPSE)
Location: United States-Massachusetts-Boston
Purpose of Role:
Provide Regional coverage
and expertise for Xerox Print Services (XPS), with primary ownership for the
Assessment and Design phases of the XPS sales cycle.
Scope of Role:
Specialist role with
regional coverage focusing on direct US Customer Operations (USCO) and open
coverage accounts / territories. Strong focus on driving non-Xerox services revenue.
Responsibilities:
* Take
the lead in providing expertise and support during the Assessment and Design
phases of an XPS sales cycle.
* Articulate
the dynamics of the current Managed Print Services market and what is driving
businesses/partners to move towards the MPS model (both internally and to
clients).
* Researches
current technology and offering trends in the office device/software, MPS
marketplace.
* Use
Xerox Print Services working processes and tools to Assess, Design, Implement
and Manage [ADIM] an XPS solution.
* Coach
and support SSE in XPS prospect selection and initial development based on key
defined selection criteria to address the sweet spot” of XPS marketplace.
* Use
the appropriate tools to Assess the customer environment, e.g. XDA
* Use
the appropriate tools to Design an XPS solution, including floor mapping.
* Describe
the components of the Xerox Print Services (XPS) offering in terms of industry
standard definitions and expectations, and provide proof sources demonstrating
our leadership in MPS.
* Develop
and articulate compelling value propositions describing the customer benefits
by role (i.e. Finance, IT) of the XPS solution in terms of consistency and
control, improved services, managing costs and managing compliance.
* Position
Xerox effectively against competitive offerings (e.g. HP, Ricoh / IKON, Canon,
Lexmark, Konica-Minolta and local dealer offerings) and how these do or do not
address the market.
* Develop
working relationships with key players (Client Asset Manager & team) and the various applications that will
be used in the Implementation and Manage phases of the XPS sales cycle, as well
as the documents and reports each player is responsible for maintaining.
* Explain
price plans and services.
* Create
compelling before and after TCO comparisons to help demonstrate XPS value.
* Take
the lead in presenting proposed XPS solution to customers.
* 3
years successful selling experience or Bachelors Degree or equivalent
experience (Marketing preferred).
* Hunter”
mentality – self-motivated and driven.
* Proven
executive level selling skills.
* Demonstrated
project / program management.
* Demonstrated
effectiveness in applying appropriate sales and account management processes
and tools.
* Demonstrates
effective negotiation skills.
* Proactively
identifies and solves problems.
* Works
with account teams to monitor and ensure customer satisfaction.
* Excellent
written and oral communication skills.
Job: Sales and Marketing / Creative Services
