Xerox Client Manager in Utrecht, Netherlands
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 is 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 accelerate d pace.
We have a fantastic opportunity for an experienced Sales/Account Manager to join our Sales team in Breukelen as a Client Manager, responsible for leading sales in the Higher Education sector across the Netherlands.
The successful candidate will be responsible for building and maintaining effective relationships with a defined customer base, to ensure a high level of satisfaction and increase revenues. He/she will also be expected to identify, develop and close new business, serving as the primary interface for all products and services, and creating demand for the organisation's products and services by raising their profile with customers.
Lead Account Business Planning (ABP) to plan, forecast and secure results, including aligned delivery
Lead development of business case strategy for client
Use 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
Generate consistent pipeline for business performance
Up sell/cross-sell opportunities
Define and meet Win Strategy Criteria, using sales specialists, solution architects and other SME roles to craft specific offering and technical requirements for SOW
Lead development of Public Tendering/RFP in partnership with Bid Center
Partner with delivery to support QBR process to continuously leverage new service offers, retain client accounts and grow profitable revenue
Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher than average quota/territory
Sells complex products and/or services, develop new accounts and expand existing accounts
Has extremely high 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
Solves a diverse array of complex problems; takes a broad perspective to identify solutions
Uses judgment within broadly defined policies and practices
Analysis of a variety of factors, including an understanding of current business trends required
Follows processes and operational policies in selecting methods and techniques for obtaining solutions
Requires in-depth knowledge of organization objectives
Key Skills and Experience:
Bachelor's Degree or equivalent
Master's Degree or Industry Related degree
Comparable Account and industry- based sales experience
Knowledge of current/next generation services offerings
Deep Industry knowledge- business process and competitive landscape
IT Standard knowledge- “Blended Learning”
Demonstrated negotiation skills balance client requirements with business case for deal
Demonstrated CIO and Other C-level interaction and insight-based influence
Profound knowledge of Public Tendering
Title: Client Manager
Requisition ID: 18002978
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.