Title: Production Color Solutions Executive (PCSE)
Location: United States-Massachusetts-Boston
Job Purpose:
The PCSE supports development and execution of account strategies and achievement of sales quota for iGen3/4 solutions. The PCSE is a sales specialist and subject matter expert responsible for Xerox iGen3/4 application development, customer retention, territory penetration and volume growth in customer and non-customer Graphic Communications accounts.
Key Accountabilities:
* Communicate Xerox strategies and direction to key customer decision makers.
* Develop value propositions that address the business impact iGen3/4 solutions could have on key Graphic Communications and in-plant operation business concerns, issues and initiatives.
* Drive Support iGen3/4 prospect development, sales calls, product demonstrations, proposal and bid preparation, and delivery of C-level (CIO, CFO, etc.) presentations.
* Coordinate iGen3/4 focused customer events.
* Deliver sales activity levels sufficient to support overachievement, territory coverage and 100% customer satisfaction for the full range of iGen hardware and software solutions.
* Aggressively pursue competitive accounts and effectively differentiate Xerox solutions/services from competitors.
* BS/BA degree in business and/or technology, or equivalent experience.
* Minimum five years successful networked digital color production selling experience or equivalent industry related selling experience
* Ability to demonstrate advanced features of color servers and digital color presses and communicate their benefits in an existing customer environment.
* Knowledge of document management systems design and deployment.
* Process color and digital pre-press experience that includes knowledge of LANs, client environments, operating systems, PDLs, print enablers, graphic arts and desktop publishing applications.
* Ability to analyze existing document workflow and suggest solutions to enhance profitability and productivity.
* Knowledge of color markets, product positioning and competition.
* Experience with all aspects of a Commercial Printer’s business process (Sales, Estimating, CRM, Scheduling, File Transfer, Image Acquisition, Proofing, Printing, Finishing, Packaging, and Distribution as well as In-Plant experience and knowledge.
* Knowledge of variable information printing (file conversions, common databases, data mining, commercial document creation applications, data driven objects as well as line driven data) desirable.
* E-business experience a plus.
* Proven ability to manage the lifecycle of multiple complex sales cycles.
* Results oriented with excellent record of success (overachievement of sales quota, top sales ranking, awards, achievement recognition).
* Ability to read and interpret financial statements, annual reports, and other financial documents.
* Proficiency in using the internet for research.
* Proficiency using MS Office applications, e.g., PowerPoint, in communications and presentations.
Job: Sales
