Xerox Hiring For Account General Manager at Little Rock, AR, United States Full Time

Job Description

City: Little Rock, Los Angeles, San Diego, Chicago
State/Province: Arkansas, California, Illinois
Country: United States
Department: Sales
Date: Monday, September 20, 2021
Working time: Full-time
Ref#: 20013470
Job Level: Individual Contributor
Job Type: Experienced
Job Field: Sales
Seniority Level: Mid-Senior Level

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. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients — no matter where that work is being done. 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:
Account General Managers at Xerox build and maintain effective relationships within a defined customer base to include several Graphic Communication Commercial Accounts (print for pay) and ensure a high level of satisfaction and increase revenues. As well as Identify, develop, and typically close new sales opportunities. Account General Managers serve as the primary interface for all Xerox products and services and create demand for the organization’s products and services by raising their profile with customers.
Key Performance Indicators:

• Maintain Pipeline / Forecast Accuracy
• Profitable Revenue Growth
• Increased penetration / wallet share / signings
• Retention

Scope:

• Total Revenue and Signings: services, technology, and equipment
• Regional / National Accounts

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

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 Information Technology (IT) environment needs to match Xerox Offerings.
• Builds, maintains / grows client key stakeholder relationships – Chief Information Officer (CIO) and Functional Vice Presidents, 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 subject matter experts (SMEs) roles to craft specific offering and technical requirements for statement of work (SOW)
• Lead development of proposal / Request for Proposal (RFP) in partnership with Bid Center
• Partner with delivery to support Quarterly Business Review (QBR) process to continuously leverage new service offers, retain client accounts, and grow profitable revenue

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 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
• Domestic travel

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 or expression, 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. Learn more at www.xerox.com and explore our commitment to diversity and inclusion! 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 [email protected]. Be sure to include your name, the job you are interested in, and the accommodation you are seeking. © 2020 Xerox Corporation. All rights reserved. Xerox® and Xerox and Design® are trademarks of Xerox Corporation in the United States and/or other countries.

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