Account General Manager - Federal
Posted on Apr 6, 2021 by Xerox
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 and explore our commitment to diversity and inclusion.
The primary objective of the Account General Manager - Federal (AGM) is to achieve revenue, profit and signings growth targets in a territory consisting of Federal Accounts. The AGM is responsible for client satisfaction and loyalty to the Xerox brand within their territory and works with a diverse group of internal and external stakeholders to optimize account penetration and contract creation/retention.
Individual contributor with significant informal leadership responsibility to drive results through diverse and extended teams.
Engage accounts at all levels (including VP and C Level ) to understand strategic objectives, operational priorities and communicate Xerox value proposition.
Grow profitable revenue by introducing new services and solutions to solve clients business problems and/or capture new opportunities
Develop, communicate and lead execution of a strategic business plan that supports achievement of revenue and profit growth objectives.
Understand account P&L and manage to opportunity areas
Lead diverse and extended teams to pursue and capture complex, strategic opportunities
Ensure successful resolution of client satisfaction issues
Lead RFP/RFI response activities
Engage and collaborate with pricing and contracting resources to propose, negotiate and close large and complex contracts
Ensures financial governance processes are adhered to for all new and renewal opportunities.
Leverages Focus Executives, Industry Marketing and Alliance Partnerships to expand client relationships and identify new opportunities.
Minimum: Bachelor's Degree
Preferred: Masters Degree
5 Years' Experience working with Federal Accounts
Established track record of success working with Federal government C Suite to drive services based solutions to Federal Agencies.
Established track record of achieving revenue and signings targets
Demonstrated ability to manage & develop senior client relationships
Demonstrated ability to lead and manage multiple, long and complex selling cycles
Posses a significant level of industry knowledge and end-to-end business process expertise
Possesses strong business and financial acumen
Established track record of being profit focuses and accountable for results
Ability to analyze performance metrics, risks and controls
Strong negotiation skills
Superior knowledge of Xerox Services and Solutions desired
Knowledge about Information Management processes and tools
Possesses strong interpersonal and teamwork skills
Able to demonstrate self-initiative and results orientation