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Graphic Communications Client Manager

Posted on Apr 5, 2021 by Xerox

San Diego, CA 92101
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:


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.


Scope:


Revenue Target for Production/Production Color
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 offerings
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
required
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 situations
Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining
results


Candidate Education:


Minimum Bachelors 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


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Reference: 1152697280

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