Xerox Corporation (NYSE: XRX) is an $11 billion technology leader that innovates the way the world communicates, connects and works. Our expertise is more important than ever as customers of all sizes look to improve productivity, maximize profitability and increase satisfaction. We do this for small and mid-size businesses, large enterprises, governments, graphic communications providers, and for our partners who serve them. We understand whats at the heart of work and all of the forms it can take. We embrace the increasingly complex world of paper and digital. Office and mobile. Personal and social. Every day across the globe in more than 160 countries our technology, software and people successfully navigate those intersections. We automate, personalize, package, analyze and secure information to keep our customers moving at an accelerated pace.
Learn more at www.xerox.com.
Xerox is looking for a Communications Services Specialist (CSS) that focuses onselling complex, high value communication and marketing services, digitaltransformation services, and services/solutions around production print/mailcenters to large enterprise named accounts.
These services are both horizontal (ie..digital hub,campaigns on demand) and vertical (digital patient, digital insurer, digitalcitizen etc.) in nature and leverageXeroxs services portfolio with differentiated technology and solutions toadvance the future of work for our clients.
The CSS creates value for these organizations bytailoring Xerox and partner solutions, software, hardware and services acrossthe client communications path. This istypically over a long sales cycle and the CS will lead a cross functional teamof solution architects, delivery, hardware specialists, financial analysts andclient managers to tailor and sell high impact, high value services. CSS are also responsible downstream for SOW negotiationsacross both current and new clients.
CSS plans and executes strategies for several large,complex opportunities with named key/ strategic customers and typicallymaintains relationships with customers on a senior management or executivelevel often in Marketing, IT, and Sourcing.
Key Performance Indicators :
Annual Services contract revenue and profit (Annual Services Contract Value andAnnual Services Contract Gross Profit)
Increased penetration of services/solution
90% revenue/profit retention of existing servicescontracts
Selling to generally domestic US Large Enterprise Named accounts
New business, New Logo, Renewal Business
Develop proposals and respond to RFPs for relatedservices
Business case coordinator on large opportunities > 5Mcontract life value
Leverage Xerox tools to create pricing/proposals etc onsmaller opportunities <5M contract life value
Lead client and internal strategist on applicableofferings
Does NOT include hardware/software sales targets althoughservices revenue may include workflow software and/or production print hardwarethat drives incremental annual contract revenue and profit.
Requires in-depth knowledge and experience in Digital Print as well asCommunication/Marketing Services.
Comfortable driving SOW negotiations and strong financialacumen (understanding of complex business case hydraulics and correlating riskbased on leveraged assumptions)
Uses best practices and knowledge of internal or externalbusiness issues to improve products or services
Acts as an SME and account strategist for client managersselling CS services
Decisions guided by policies, procedures and business plan
Primary Responsibilities :
Works with Client Managers to direct, collaborate and provide subject matterexpertise on the services offerings leading to a detailed statement of work.
Provide the business rationale and risk assessment to management for makinginvestments in the account to develop business.
Become the trusted adviser on services and solutions that address theclients business challenges. Coach and inspire them to embrace a new way ofdoing business with Xerox Services.
Participate with the appropriate sales organization inaccount planning.
Provide support and input in RFP responses, business case analysis, riskprofiles and statements of work
Participates in longer-cycle and technical aspects of negotiations, partneringwith solution architects and 3rd party solution providers.
Sells complex products or services, develop new accounts and/or expand existingaccounts
Has high level of authority or opportunity to set and negotiate product/serviceterms
May act as a lead in a team when presenting products/services to existing orprospective customers
Influences customers and diffuses potential problems
Anticipates customer needs and identifies appropriate alternatives
Solves a range complex problems for clients, such as:
Educate clients Xerox offerings for email marketingcampaigns
Design & produce advertising (print & digital)
Candidate Education :
MBA Preferred (not required)
Candidate Background :
Minimum: CSS Service Offerings knowledge - (Digital Print; Omni- Channel Services)
Minimum: IT Standard knowledge- TBD
Minimum: Deep understanding of competitive landscape and Industry knowledge in both print and Marcom services
Minimum: CIO and other C-level influencer central print services strategy
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, 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. 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 ...@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.