Xerox Pursuit Client Manager in California

Pursuit Client Manager - US; Reports to Industry Vice President

Purpose:Work within US Enterprise in a defined Industry Vertical (i.e. HealthCare/Higher Ed, High Tech/Retail, Financial/ Professional Services or Public Sector) and target the top New Logo (non-Xerox user) opportunities within that vertical to drive significant new / additional New Logo business.

Focused on New Logos only

Scope of Role: A Pursuit Client Manager lead and facilitates the development of an appropriate win strategy vs. account strategy including tactics for execution on the most strategic New Logo opportunities for US Enterprise. The Pursuit Client Manager will have their own territory and work with specialists and at times independently.

Using the sales tools, methodologies and techniques, the Pursuit Client Manager will:

  • Identify and create new opportunities

  • Assess the stage of the pursuit cycle in each case

  • Lead a process to develop a deal strategy

  • Facilitate and lead the most appropriate tactics to execute the strategy

  • Participate in key client meetings to qualify, scope and support the sale of major opportunities

  • Act as lead for key client meetings, presentations or oral pitches and RFP process.

Major Responsibilities:

  • Develops and deploys a strategy to sell enterprise/managed print services/ workflow to non-Xerox clients.

  • Plans and manages a new business territory - evaluating the account base, the competitive presence.

-Consults as a subject matter expert, presenting the value proposition to executive level decision makers

  • Aligns client business objectives with the entire Xerox portfolio of offerings

  • Develops solutions using Xerox pricing and contract assembly tools

  • Fosters and maintains cross-functional relationships with management, peers, support personnel, Xerox Services and clients.

  • Grows profitable revenue through non-user establishments

Relevant degree qualification

A proven track record in significant/complex consultative services-led sales engagements and multiparty negotiations with partners and Clients

Significant experience in proactively engaging at Senior Executive level within client organizations

Experience of having developed and executed business strategies to substantially increase account growth and revenues

Demonstrates innovation and deep understanding of client business drivers

Highly skilled Customer-focused sales leader with following identified skills:

• Building New Logo business development plan

• Building deal/opportunity Strategies

• Developing Account Strategies

• Having Business/industry knowledge

• Capable of advising on Solution/Technical requirements

• An understanding of Transition

• Ability to negotiate on all aspects of a contract

• Strong financial acumen to drive a Price to Win

The individual needs to be a quick study and viewed as a highly credible, value-oriented team focused on a defined, but limited, set of new customers and prospects.

Job: Direct Sales

Organization: Finance and Professional Services LEO-US

Title: Pursuit Client Manager

Location: California

Requisition ID: 17000010

Other Locations: United States-Oregon, United States-Arizona, United States-Washington

Virtual/work from home? Yes