Production Sales Specialist, High End

Company: Xerox
Location: Charleston
Posted on: June 9, 2021

Job Description:

General information

State/Province: Oklahoma

Country: United States

Department: Sales

Date: Tuesday, May 4, 2021

Working time: Full-time

Ref#: 20011384

Job Level: Individual Contributor

Job Type: Experienced

Job Field: Sales

Seniority Level: Associate

Description & Requirements

Xerox (NYSE: XRX) makes every day work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at www.xerox.com and explore our commitment to diversity and inclusion.

Purpose :

• Responsible for generating sales to meet individual/team quotas and company business objectives.
• May manage existing accounts as part of a larger account team or could manage named accounts within a geography for a particular product or product set. A portion of incumbent earnings normally paid on quota via an incentive/commission scheme.

Key Performance Indicators :

• New and Additional Profitable Revenue Growth
• Increased penetration/Signings for product/offering space
• Customer Retention

Scope :

• Revenue Target for Production/Production Color
• Product Portfolio: Xerox Iridesse/iGen/Inkjet
• Aligned with Client Manager for defined set of accounts/pursuits
• Specialization by Industry where needed

Primary Responsibilities :

• Works with Client Manager, to provide subject matter expertise on the product/services offering leading to a detailed statement of work and differentiating Xerox from competition.
• Provide the business rationale and risk assessment to management for making investments in the account to develop business.
• Become the "trusted adviser" on services, solutions and products that address the client's business challenges.
• Develop value proposition that addresses the business impact production color solutions have on graphic communications and in-plant operations.
• Participate with the appropriate sales organization in account planning, form specialized product/service opportunities.
• Provide support and input in RFP responses, business case analysis, risk profiles and statements of work
• Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects as needed.
• Coordinate production color focused events.

Sales :

• 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 require
• Follows processes and operational policies in selecting methods and techniques for obtaining solutions
• Requires in-depth knowledge of organization objectives
• Works independently, with guidance in only the most complex situation.
• Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results

Candidate Education :

• Bachelor's Degree or equivalent/Preferred in technical offering area

Candidate Background :

• Print/production for high volume knowledge
• IT Standard knowledge
• Deep understanding of competitive landscape
• CIO and Other C-level influencer of client print/production strategy

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 (see application details). Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

(TM) 2020 Xerox Corporation. All rights reserved. Xerox(R) and Xerox and Design(R) are trademarks of Xerox Corporation in the United States and/or other countries.

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Keywords: Xerox, Charleston , Production Sales Specialist, High End, Other , Charleston, West Virginia