Title: Graphic Communications Solutions Executive (GCSE)
Location: United States-California-San FranciscoJob Purpose:
The GCSE is a sales specialist and subject matter expert responsible for selling the entire solution portfolio, application development, customer retention, territory penetration and volume and revenue growth in customer and non-customer Graphic Communications accounts.
Key Responsibilities:
•Communicate Xerox strategies and direction to key customer decision makers.
•Responsible for prospect development, sales calls, product demonstrations, proposal and bid preparation, and delivery of C-level (CIO, CFO, etc.) presentations.
•Position Xerox solutions to demonstrate how they contribute to improvement in customers’ key business/financial measures.
•Develop value propositions that address the business impact Xerox could have on key Graphic Communications business concerns, issues and initiatives.
•Deliver sales activity levels sufficient to support over-achievement, territory coverage and 100% customer satisfaction for the full range of products and services.
•Aggressively pursue competitive accounts and effectively differentiate Xerox solutions/services from competitors.
•BS/BA degree in business and/or technology, or equivalent experience.
•Between 3 – 5 years of successful solutions selling experience; color/graphic arts experience preferred.
•Knowledge of workflow, industry color and monochrome applications, product positioning and competitive product strategies.
•Knowledge of graphic communications arts pre-press environments.
•Credible knowledge of systems and technologies important to the sale and implementation of Xerox solutions and services offerings.
•Ability to influence, negotiate and gain commitment at all organizational levels.
•Proven ability to manage the lifecycle of multiple complex sales cycles.
•Proven consultative sales and account management experience; system selling experience preferred.
•Willingness to take risks, try new approaches and question traditional assumptions.
•Ability to optimize the balance of time spent on critical, customer-facing activities versus administrative activities that decrease sales productivity.
•Results oriented with excellent record of success (over-achievement 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
