Posted on Apr 6, 2021 by Xerox
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Provide expert level business and technical solution consultancy during the pre-sales process in support of the direct sales force and partners, principally through proposal production, Augmented Reality product demonstrations and the scoping and delivery of in-depth Proof-of-Concepts.
Responsible for understanding business and technical problems addressed by the products including key regulations, business drivers, evolving business needs, security etc.
Partner with Client Director/Account Executive and develop account strategy plan and lead the execution of the plan
Interview customers both face to face and remotely to uncover their technology and business needs
Lead non-technical discussions with your customers to help define business objectives that Xerox Digital Services can address and what the value of those objectives are. Sell the value of our solution, not the features and functionality of the products
Provide mentoring and training to peers and other colleagues in the organization
Demonstrations of the product, both standard and tailored to prospects and existing customers, both onsite and via MS Teams and Zoom. Support lead regional marketing events--user conferences, trade shows, webinars, etc. as needed
Generation of product demo scripts and scenarios and maintaining demonstration environment(s)
Have a deep understanding of the Xerox Digital Services platform so you can be consultative and provide customers guidance and best practices in designing their solution. Staying current on product development/releases to a level required for demo and POC/POC
Staying current on competitive analyses and understanding differentiators between the company and its competitors.
Act as the Xerox Digital Services subject matter expert at Executive briefings/marketing events
A general understanding of Enterprise Augmented Reality platforms and possess the ability become a subject matter expert across multiple areas of the platform
Minimum of 7+ years of relevant experience in a pre-sales capacity
Experience working with and/or selling to Enterprises is required
Proven experience in two or more of the following areas: Enterprise applications such as collaboration, Service Management including Customer Service, Field Service, IT Service, DevOps, IT Operations Management, Security Incident Response, Low-code application development is highly desired
Experience working with and selling to large enterprises (10,000+ employees) is highly desired
An understanding of front office, Middle Office and Back Office functions within various industry verticals such as Manufacturing, Telco, Financial Services institutions, etc.
Curiosity and passion about researching current and emerging technologies and developing innovative solutions
Exceptional communication and presentation skills to include technical and business concepts
Willingness to travel up to 40% (when appropriate)
Knowledge of ServiceNow highly desired but not required