20 févr., 2019Permanent - Temps plein
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. Work within US Enterprise in a defined Industry Vertical (i.e. HealthCare/Higher Ed, High Tech/Retail, Financial/ Professional Services or Public Sector) and target the top New Logo (non-Xerox user) opportunities within that vertical to drive significant new / additional New Logo business. Focused on New Logos only A Pursuit Client Manager leads and facilitates the development of an appropriate win strategy vs. account strategy including tactics for execution on the most strategic New Logo opportunities for US Enterprise. The Pursuit Client Manager will have their own territory and work with specialists and at times independently. Using the sales tools, methodologies and techniques, the Pursuit Client Manager will: Identify andcreate new opportunities Assess thestage of the pursuit cycle in each case Lead aprocess to develop a deal strategy Facilitateand lead the most appropriate tactics to execute the strategy Participatein key client meetings to qualify, scope and support the sale of majoropportunities Act as leadfor key client meetings, presentations or oral pitches and RFP process Recognized as an expert in own function Interprets internal or external business issues and recommends solutions/best practices Decisions are guided by resource availability and functional objectives Primarily domestic scope/accountability; may include some international scope/accountability Progression to this level is typically restricted on the basis of business requirement Develops and deploys a strategy to sell enterprise / managed print services/workflow to non-Xerox clients Plans and manages a new business territory - evaluating the account base, the competitive presence Consults as a subject matter expert, presenting the value proposition to executive level decision makers Aligns client business objectives with the entire Xerox portfolio of offerings Develops solutions using Xerox pricing and contract assembly tools Fosters and maintains cross-functional relationships with management, peers, support personnel, Xerox Services, and clients Grows profitable revenue through non-user establishments. 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. Learn more at . A proven track record in significant/complex consultative services-led sales engagements and multiparty negotiations with partners and Clients Significant experience in proactively engaging at Senior Executive level within client organizations Experience of having developed and executed business strategies to substantially increase account growth and revenues Demonstrates innovation and deep understanding of client business drivers Highly skilled Customer-focused sales leader with following identified skills: Building New Logo business development plan Building deal/opportunity Strategies Developing Account Strategies Having Business/industry knowledge Capable of advising on Solution/Technical requirements An understanding of Transition Ability to negotiate on all aspects of a contract Strong financial acumen to drive a Price to Win The individual needs to be a quick study and viewed as a highly credible, value-oriented team focused on a defined, but limited, set of new customers and prospects.