Sr. Production Sales Specialist, Direct Sales
Xerox
- Location
- Baton Rouge, Conway, Lafayette, Little Rock, New Orleans, Shreveport, Arkansas, Louisiana, United States
- Source
- avature
Sr. Production Sales Specialist, Direct Sales
General Information
Description & Requirements
For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power the hybrid workplace of today and tomorrow. Today, Xerox is continuing its legacy of innovation to deliver client-centric and digitally-driven technology solutions and meet the needs of today’s global, distributed workforce. From the office to industrial environments, our differentiated business and technology offerings and financial services are essential workplace technology solutions that drive success for our clients. At Xerox, we make work, work. Learn more about us at www.xerox.com.
Purpose
Responsible for generating sales in order 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 offering space
- Customer Retention
Scope
General
- Recognized as an expert in own function
- Interprets internal or external business issues and recommends solutions/best practices
- Decisions are guided by resource availability and functional objectives
- Primarily domestic scope/accountability; may include some international scope/accountability
- Progression to this level is typically restricted on the basis of business requirement
Primary Responsibilities
- Works with Client Manager to provides subject matter expertise on the services offerings leading to a detailed statement of work
- Provide the business rationale and risk assessment to management for making investments in the account to develop business.
- Become the “trusted adviser” on services and solutions that address the client’s business challenges.
- Participate with the appropriate sales organization in account planning.
- 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
- Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher-than-average quota/territory
- Sell 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
Problem Complexity
- 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
Freedom to Act
- Works independently, with guidance in only the most complex situations
- Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results
- Exerts significant latitude in determining objectives
Requirements
5+ years of sales experience in digital production printing equipment, including high-end hardware, software, and finishing solutions
Proven success in consultative selling, business development, and closing complex, high-value sales opportunities
Experience in an overlay sales role, partnering with Account Managers to identify opportunities and drive revenue growth
Strong executive presence with the ability to deliver compelling C-level presentations and communicate product value propositions
Proficiency in PowerPoint, Salesforce CRM, and sales analytics tools
Demonstrated ability to motivate and influence sales teams, lead sales initiatives, and drive collaboration
Entrepreneurial, self-motivated professional with a strong hunter mentality and the ability to work autonomously
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 https://www.xerox.com/en-us/jobs/connection and explore our commitment to connection and belonging! 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 XeroxTARecruiting@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.
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