Xerox Corporation
Client Manager II - Federal Accounts
Xerox Corporation, Honolulu, Hawaii, United States, 96814
City: HawaiiState/Province: HawaiiCountry: United StatesDepartment: STRATEGIC OR LARGE ACCOUNT MANAGEMENTDate: [Insert Date]Working time: Full-timeRef#: 20034283Job Level: ExperiencedJob Field: STRATEGIC OR LARGE ACCOUNT MANAGEMENTSeniority Level: AssociateCurrency: USD - United States - USAnnual Base Salary Minimum: 71,880Annual Base Salary Maximum: 143,760The salary range above represents the low and high end in the local currency of Xerox’s salary range for this position and is reflected in an annualized amount. Actual salaries will vary based on factors including, but not limited to, geographic location, market competition, and/or the successful applicant’s education, experience, knowledge, skills, and abilities. The range listed is just one component of Xerox’s total compensation package for employees. Employees are also afforded a comprehensive suite of benefits. To view those details, please visit Xerox Careers for your applicable country.Sales:
Your actual On Target Earnings (OTE), which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location.Description & Requirements
About Xerox Holdings Corporation:For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power today’s workforce. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things, and cleantech. Learn more at
www.xerox.com
and explore our commitment to diversity and inclusion.Purpose:
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.Key Performance Indicators:Profitable Revenue GrowthIncreased penetration/wallet share/SigningsRetentionScope:Total Revenue & Signings: $3-$10M TCLR - services, technology, and equipmentRegional/National Accounts# of Accounts: 8-9 Accounts (user & non-user)General: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: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.Upsell/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 proposal/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 average accounts and/or dollar quota/territory compared to the company’s average.Sells complex products or services, develops new accounts and/or expands 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.Solves a range of 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.Desired Skills and Experience:Experience within DoD and experience with contracting requirements.Software/Hardware sales experience focusing on strategic account management within the Federal Government.Ability to build strong relationships with Federal Government C-Suite.Military Experience is a plus.Experience using Customer Relationship Management (CRM) tools (like SFDC).Experience using Pipeline Management and analytic tools.Strong organization and communication skills.
#J-18808-Ljbffr
Your actual On Target Earnings (OTE), which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location.Description & Requirements
About Xerox Holdings Corporation:For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power today’s workforce. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things, and cleantech. Learn more at
www.xerox.com
and explore our commitment to diversity and inclusion.Purpose:
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.Key Performance Indicators:Profitable Revenue GrowthIncreased penetration/wallet share/SigningsRetentionScope:Total Revenue & Signings: $3-$10M TCLR - services, technology, and equipmentRegional/National Accounts# of Accounts: 8-9 Accounts (user & non-user)General: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: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.Upsell/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 proposal/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 average accounts and/or dollar quota/territory compared to the company’s average.Sells complex products or services, develops new accounts and/or expands 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.Solves a range of 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.Desired Skills and Experience:Experience within DoD and experience with contracting requirements.Software/Hardware sales experience focusing on strategic account management within the Federal Government.Ability to build strong relationships with Federal Government C-Suite.Military Experience is a plus.Experience using Customer Relationship Management (CRM) tools (like SFDC).Experience using Pipeline Management and analytic tools.Strong organization and communication skills.
#J-18808-Ljbffr