Title: Managed Print Solutions Executive (MPSE)
Location: United States-Minnesota-Minneapolis
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 USCO accounts and territories (large / medium accounts). Strong focus on driving $5,000 month Non-Xerox services contracts.
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).
· Proven executive level selling skills.
· Proven MPS sales skills
· Demonstrated project / program management.
· Lean Six Sigma Green Belt Certification or in process to achieve.
· 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.
· Must reside in Minneapolis or surrounding area.
Job: Sales and Marketing / Creative Services
