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XEROX Corporation Job Title
Strategic Account Executive

XEROX Corporation

Job Description
Strategic Account Executive (SAE)','17006214','!*! 
Position Objective
Strategic Account Executive is a premier sales opportunity within Xerox Graphics Communications, Business Alliance Account Operations.  In this role you will be responsible for selling all Xerox solutions and services to Staples, one of the largest revenue producing Xerox accounts.  You will be expected to develop an in-depth understanding of Staples’ business objectives and find opportunities to position Xerox as a strategic partner in achieving those objectives.  You will work as part of a sales team where success is measured in terms of gross profit and annuity revenue growth.  You will be responsible for all phases of the customer engagement cycle; developing new opportunities, solution implementation, and managing post-sale results.  This will require a strong grasp of the Xerox organizational structure in order to effectively work with internal partners and third parties to meet customer requirements and drive profitable revenue growth for Xerox.
Essential Functions:

Manage an internal P&L with the purpose of generating growth in terms of revenue and gross profit
Sell all types of equipment and services in the Xerox portfolio without the support of a specialist
Deliver a sales presentation to senior executives that effectively communicates the value proposition of the Xerox offering relative to the known business objectives of the customer
Provide technical expertise in recommending, configuring and supporting Xerox solutions
Possess a general understanding of a typical enterprise network architecture and how Xerox products are connected in such an environment
Work closely with the customer to trouble-shoot technology related issues
Engage personnel from various Xerox business units, and third parties to support sales cycles
Build implementation plans to support large technology roll-outs on a national scale
Prepare written responses when the customer releases a Request for Proposal
Negotiate contracts with senior-level executives, inclusive of legal terms and conditions, service level agreements, and pricing.
Work with Xerox Office of General Counsel and Pricing Managers to communicate customer requirements and develop mutually agreeable contractual terms
Build a financial model using Microsoft Excel
Create a cohesive and logical presentation in Microsoft PowerPoint
Write documentation with clear language and proper formatting in Microsoft Word
Identify new opportunities to grow revenues and expand services through new products and solutions provided by Xerox
Accurately forecast equipment sales and provide a monthly outlook to the management team
Maintain and manage a master prospect list
Demonstrate in-depth knowledge of the trends in both Graphic Communications and Retail marketplace
Deliver an effective demonstration of a Xerox C70

Detail oriented
Well organized
Strong financial acumen
Strategic thinker
Comfortable working under pressure
Excellent written and verbal communications skills
Exceptional presentation / demonstration skills
Ability to engage and communicate with high level decision makers
Adaptable to changing environment
Ability to manage multiple internal and external resources
Negotiation skills and/or training
Excellent relationship builder
Ability to work well in a team environment
Works well within collaborative environment.
In-depth knowledge of Xerox solutions and services

Preferred Experience:

BS/BA degree or equivalent
3-5 years successful sales experience
President's Club level sales success considered a plus
Proven account management skills with major accounts
Ability to utilize Xerox systems including ValuQuix, Salesforce, and iSERV
High level of competence with Microsoft Applications including, Word, PowerPoint, and Excel
Willingness to travel within the US
Residence with 60 miles of Boston, MA
 ','!*!Candidate Education:Minimum   Bachelor's DegreeCandidate Background:Minimum  Demonstrated business to business sales experience demonstrating consistent over plan results.Minimum  In depth knowledge of Xerox and partner solution offerings to identify and recommend potential solutions to meet customer needs.Minimum  In depth knowledge of competitor products, solution offerings and market in which Xerox competes to ensure the successful positioning of Xerox offeringsMinimum  Able to identify and develop effective relationships with key, strategic decision-makers in order to develop and further selling opportunitiesMinimum  Demonstrated ability to work collaboratively and cross functionally to support the sales processMinimum  Demonstrated proficiency in conducting client current state studies;  business proposal writing skills and presentation to senior management levelsXerox 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 XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.','United States-Massachusetts-Boston','','','','false','Yes','Yes','Yes, 50 % of the Time','Regular','Strategic Account Executive (SAE)

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