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Senior Client Manager

Posted on Apr 5, 2021 by Xerox

Albany, NY 12201
Retail Trade
Immediate Start
Annual Salary
Full-Time


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 and explore our commitment to diversity and inclusion.


Purpose:


A Highly Skilled individual with Industry background with C level contacts with Public Sector - State of NY agencies. 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 organizations products and services by raising their profile with customers.


Key Performance Indicators:


Maintain Pipeline/Forecast Accuracy
Profitable Revenue Growth
Increased penetration/wallet share/Signings


Scope:


7+ years of Executive Level sselling
Total Revenue & Signings: $3-$10M TCLR -services, technology and equipment
Regional/National Accounts
10+ Large 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 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 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




Reference: 1152697278

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