Sr. Production Sales Specialist, Direct Sales

About Xerox Holdings Corporation

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

Sales

• 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

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