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Enterprise Sales Manager

2 months ago

Toronto, Ontario, Canada Xerox Full time

Job Summary:

Xerox is seeking an experienced Enterprise Sales Manager to join our team. As a Key Account Manager, you will be responsible for selling our services portfolio to a defined set of established large/enterprise customers.

Key Responsibilities:

  • Develop a strong understanding of the customer's business and proactively engage with clients across all levels of the organization.
  • Identify and sell compelling solutions to enhance client success, increase utilization of current products and services, and drive profitable revenue growth.
  • Drive both short-term sales results within the accounts and develop and implement longer-term strategies to ensure Xerox will retain the current business and find new business to grow.
  • 60% of the time will be spent on new business development inside these established client accounts.
  • Ensure 100% renewal win rate within existing accounts by maintaining and expanding relationships in all accounts.
  • Monthly and quarterly performance reviews with each customer, to also include innovation and development discussions.
  • Establish and grow relationships weekly within all Lines of Business and Lines of Service within your assigned accounts.
  • Achieve pipeline targets and cycle advancement objectives to drive sales targets.
  • Lead and conduct business case activity to demonstrate value of change.
  • Write business proposals and skillfully present to senior leadership.
  • At a minimum, achieve monthly forecasts and quarterly and annual sales targets (plan). Sales targets are set based on assignment. Primary sales targets ($) are Total Revenue, Total Profit & New Business Signings.
  • Completion of Monthly Forecasts associated with signings and account P&L.
  • Responsible for P&L management for each account. P&L includes existing services and any new services sold to the client base.
  • Must be skilled in the area of financial presentation and negotiation with the client to effectively close profitable deals based on what's best for the client and Xerox.
  • Lead contract negotiations for services renewals and new business expansion.
  • Identify issues within your customers business that may be resolved by leveraging Xerox Services.
  • Maintain and further develop existing customer relationships and create new customer relationships, through regular contact and communication.

Candidate Qualifications:

  • Minimum 10 years of sales/consulting experience in Enterprise IT solution sales.
  • Adept at establishing and growing director and executive level relationships across all lines of business, and lines of service, within large enterprise accounts.
  • Excellent written and verbal communications skills.
  • Technically proficient with Microsoft Office tools and CRM's (i.e. Siebel).
  • Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior management.
  • Experience with influencing and writing RFP's is an asset.
  • Demonstrated ability to self-develop and to continuously expand your knowledge about your clients and Xerox.
  • Experience with selling to enterprise accounts.
  • Able to identify and develop effective relationships with key, strategic decision-makers to develop and further selling opportunities.
  • Proven track record for consistently achieving services revenue and related sales targets and customer satisfaction metrics.
  • Experience in solutions and software sales.
  • Knowledgeable regarding competitive landscape, industry trends and vertical markets.
  • In-depth knowledge of competitor products, solution offerings and market in which Xerox competes to ensure the successful positioning of Xerox offerings.