1+ months

Client Manager II, Strategic or Large Account Management - 19004521

Affiliated Computer Services
OH
!*!

In the era of intelligent work, were not just thinking about the future, were making it. Xerox Corporation (NYSE: XRX) is a technology leader focused on the intersection of digital and physical. We use automation and next-generation personalization to redefine productivity, drive growth and make the world more secure. Every day, our innovative technologies and intelligent work solutions Powered by Xerox help people communicate and work better.  Xerox is a community focused employer that fosters employee growth. Youll have the chance to nourish your skills and build a career! Our people are our best asset. Our culture is an environment of colleagues helping each other to get things done, and sharing best practices amongst team members.

If you are looking for a unique opportunity, then come join our Xerox Team!!! Discover more at www.xerox.com.

 

 

Why work for Xerox?

As we evolve and transform our business, we want you to evolve with us. We will not only provide you with the development and support you need to succeed, but a suite of learning platforms and opportunities to help you get to where you want to go. We will encourage you to develop your skills and aspirations whatever they may be.

 

Xerox Corporation (NYSE: XRX) is an $8 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.


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. Serves as the primary interface for all products and services, and creates 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:
Specific:
 Total Revenue & Signings:  $3-$10M TCLR -services, technology and equipment

 Regional/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

 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 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

 Sales:

 Responsible for average accounts and/or dollar quota/territory compared to the companys 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:
Graduation in specialized field (Example: Bachelor of Engineering etc.) or equivalent

Candidate Background:
Minimum  Comparable Account and industry- based sales experience
Minimum  Knowledge of current/next generation services offerings
Minimum  Deep Industry knowledge- business process and competitive landscape
Minimum  IT Standard knowledge- TBD
Minimum  Demonstrated negotiation skills balance client requirements with business case for deal
Minimum  Demonstrated CIO and Other C-level interaction and insight-based influence

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. Learn more at www.xerox.com and explorer 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 XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

2019 Xerox Corporation. All rights reserved. Xerox and Xerox and Design are trademarks of Xerox Corporation in the United States and/or other countries.


Job Regular
Primary Location United States-Ohio
Organization 
Unposting Date Dec 3, 2019, 8:06:19 AM
Virtual/work from home? false

Categories

Posted: 2019-12-04 Expires: 2020-02-19

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Client Manager II, Strategic or Large Account Management - 19004521

Affiliated Computer Services
OH

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