Xerox International Accounts Director- IO Global Accounts in City of London, United Kingdom

About Xerox

Xerox Corporation is an $11 billion technology leader that innovates the way the world communicates, connects and works. Our expertise is more important than ever as customers of all sizes look to improve productivity, maximise profitability and increase satisfaction. We do this for small and mid-size businesses , large enterprises , governments, graphic communications providers, and for our partners who serve them.

We understand what’s at the heart of work – and all of the forms it can take. We embrace the increasingly complex world of paper and digital. Office and mobile. Personal and social. Every day across the globe – in more than 160 countries – our technology , software and people successfully navigate those intersections. We automate, personalise, package, analyse and secure information to keep our customers moving at an accelerated pace.

The Role

We are looking for an established and high performing sales leader to join our Global Accounts team in a key strategic role as International Accounts Director. The successful candidate will be leading the drive for increased signings and revenue in client accounts that want to conduct international business with Xerox.

The International Accounts Director will be responsible for the Xerox relationship with a set of defined strategic and complex accounts. The main purpose of the role will be to drive profitable, sustainable growth in those accounts with a primary focus on new contract signings across the Managed Document Services portfolio, developing new services to existing accounts within the client organization and a focus on key contract renewal signings

The International Accounts Director will be viewed by senior C Level Client Executives as an empowered executive representing Xerox. To be viewed by Xerox Executives as the person who drives the opportunity strategy with a selected account.

Key Responsibilities:

  • Responsible for the opportunity pursuit lead with selected Global Accounts within International Operations in developing and deploying the sales strategies.

  • Working on an international and global scale, the International Accounts Director will drive signings opportunities, contributing to the 2018 Signings target for IO Global Accounts to be achieved.

  • Generate and manage new sales pursuits through direct engagements with the client, leading to the successful conclusion of the Pursuits including contract negotiations with the client.

  • Responsible for making decisions and performing the role to maximize operational excellence and drive profitable revenue and profit growth.

  • Create sales presentations and proposals/RFP response to deliver to clients; working with virtual teams of specialists and Bid managers, at international and regional level.

  • Identify, understand and leverage the political dynamics in the client organization and Xerox to effectively influence and achieve goals.

  • Lead, motivate and inspire pursuit teams to deliver compelling offers. Lead the team through opportunity by:

  • Assessing the competitive landscape

  • Ascertaining our capacity and capability to deliver

  • Assess RFP and develop/Lead, test and submit response

  • Client contact and influence plan

  • Identifying and agreeing key tactics to execute strategy

  • Coaching the Pursuit team in the execution of strategy and tactics

  • Developing orals strategy and story board content with the bid team

  • Ensuring the messaging is consistent with the overall strategy

  • Developing closing and negotiation strategy with the bid team

  • Include Strategic Partners & Alliances in development of client opportunities to leverage expertise and capabilities.

Background, Experience and Qualifications

  • Relevant degree

  • Successful proven track record of leading, negotiating, influencing and closing within the sales cycle including strategic negotiations skills; 7-10 Years’ experience operating at senior sales level.

  • Experience in consultative services-led sales engagements and multi-party negotiations; balanced between client and business case requirements.

  • Strong background of selling both technology & services with a positive approach to on-going learning and development.

  • Preferred experience in delivering Managed Document Services or Digitisation Services to the Enterprise market.

  • Experience in working in International environments with multi-national account teams, both culturally and business. Ability to deliver through both direction and influence in a multi-layered environment

  • Ability to interface at a global senior level within Xerox and clients, creative and able to see and comprehend the strategic landscape.

  • Strong organisational, reporting and presentation skills.

Title: International Accounts Director- IO Global Accounts

Location: GBR-City of London-City of London

Requisition ID: 18003073

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.