Xerox MPS Sales Specialist II, Large Deal Acquisition in Santa Ana, California

Xerox Corporation (NYSE: XRX) 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, maximize 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, personalize, package, analyze and secure information to keep our customers moving at an accelerated pace.

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• 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



• Revenue Target for full EPS Offering

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

• Specialization by Industry where possible


• 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

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 Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

Title: MPS Sales Specialist II, Large Deal Acquisition

Location: California-Santa Ana

Requisition ID: 17007178

Virtual/work from home? Yes