Xerox Top Account Manager in Lombardia, Italy

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.


We are looking for an experienced, proactive and dynamic Top Account Manager to join our team at Xerox in Northern Italy . The job holder will have a very strong sales background, commercial awareness, excellent ability to negotiate and liaising with big accounts on the national territory. Flexibility and willingness to travel is required. Fluency in Italian is essential as well as a good level of English.


Builds and maintains effective relationships with a defined customer base to ensure a high level of satisfaction and increase revenues. Identifies, develops and typically closes new sales opportunities. Serves as the primary interface for all products and services, and creates demand for the organization's products and services by raising their profile with customers.

Primary Responsibilities:

  • Leads Account Business Planning (ABP) to plan, forecast and secure results, including aligned delivery.

  • Leads development of business case strategy for client.

  • Uses industry sector experience and client knowledge to assess client unique industry, business and IT environment needs to match Xerox Offerings.

  • Builds, maintains/grows client key stakeholder relationships -CIO and Functional VPs, to offer/execute insights and value delivered by service offerings.

  • Generates consistent pipeline for business performance.

  • Up sell/cross-sell opportunities.

  • Defines and meet Win Strategy Criteria, using sales specialists, solution architects and other SME roles to craft specific offering and technical requirements for SOW.

  • Leads development of proposal/RFP in partnership with Bid Centre.

  • Partner with delivery to support QBR process to continuously leverage new service offers, retain client accounts and grow profitable revenue.


  • 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.

Candidate Qualifications & Experience:

  • Bachelor's Degree or equivalent

  • Excellent verbal and written communication skills in both Italian and English.

  • Ability to work independently, or receving minimal guidance

  • Comparable Account and industry- based sales experience (a minimum of 4 years is required)

  • Knowledge of current/next generation services offerings

  • Deep Industry knowledge- business process and competitive landscape

  • Ability to solve complex situations and problems finding the best solution

  • I T Standard knowledge

  • Demonstrated negotiation skills balance client requirements with business case for deal.

  • Demonstrated ability of interaction with Chief Information Officers (CIO) and Other C-level interaction and insight-based influence.

Title: Top Account Manager

Location: Italy-Lombardia

Requisition ID: 18001359

Other Locations: Italy-Emilia-Romagna