Xerox MPS Sales Specialist II, Large Deal Acquisition in Florida

Xerox is a global business services, technology and document management company helping organizations manage their business processes and information. Since the invention of xerography just over 75 years ago, we have continued engineering how the world works by applying our experience in imaging, business process, analytics, automation and human centric design to make a real difference for our customers and their customers. We have changed the way the world shops, learns, parks, does banking, receives healthcare and, of course – works.

Headquartered in Norwalk, Conn., Xerox has more than 140,000 employees and does business in more than 180 countries. Together, we provide business process services, printing equipment, hardware and software technology for managing information -- from data to documents. Learn more at www.xerox.com.

Purpose:

• Sells complex, high value solutions and/or services. Plans, facilitates and/or conducts complex new business negotiations, typically over a long sales cycle. Plans and executes effective relationship strategies for one strategic or several large, complex opportunities with a limited number of key/ strategic customers and typically maintains relationships with customers on a senior management or executive level. Includes large deal acquisition sales for consulting and professional services, outsourcing services for example.

• Key Performance Indicators:

◦ New and Additional Profitable Revenue Growth

◦ Increased penetration/Signings for offering space

◦ Customer Retention

Scope:

Specific:

• Revenue Target for full EPS Offering

• Aligned with Client Managers for defined set of accounts/pursuits

• Specialization by Industry where possible

General:

• Uses best practices and knowledge of internal or external business issues to improve products or services

• Acts as a resource for colleagues with less experience

• Requires in-depth knowledge and experience

• Decisions guided by policies, procedures and business plan

• Generally domestic scope/accountability

Primary Responsibilities:

• Acts as thought leader and influencer of client business process strategy.

• Participates sales cycle and win strategy to assess client industry/ needs and IT environment related to key drivers for MPS productivity and recommends offering/business case

• Delivers specialized knowledge to client and throughout the sales cycle to target business needs and differentiate Xerox MPS Offering from competition

• Works with Client Manager to define, design, and execute outsourcing requirements

• Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects

• 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/Preferred in technical offering area

Candidate Background:

Minimum Enterprise-wide /complete SME MPS Offerings knowledge

Minimum IT Standard knowledge- TBD

Minimum Deep understanding of competitive landscape and Industry knowledge

Minimum CIO and other C-level interaction, influence based on insights

Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to accommodations@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

Job: Large Deal Acquisition

Organization: Commercial LE Retail and High Tech

Title: MPS Sales Specialist II, Large Deal Acquisition

Location: Florida

Requisition ID: 17000162

Other Locations: United States-New York, United States-Virginia, United States-Georgia, United States-Ohio, United States-Maryland, United States-Illinois, United States-Michigan

Virtual/work from home? Yes