Global Client Manager

Global Client Manager
General Information
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Country
United States
Department
Sales
Date
Monday, March 20, 2023
Working time
Full-time
Ref#
20022412
Job Level
Individual Contributor
Job Type
Experienced
Job Field
Sales
Seniority Level
Mid-Senior Level
Description & Requirements
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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 today's workforce. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients - no matter where that work is being done. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things and cleantech. Learn more at www.xerox.com and explore ourcommitment to diversity and inclusion. (https://www.xerox.com/en-us/jobs/diversity)
The Global Client Manager will lead the acquisition, growth, and development of large Xerox Enterprise accounts with multiple country and regional locations. Spearheading the implementation of a global account vision and strategy that includes all Xerox offerings and technology capabilities.
The ideal candidate will be viewed by Senior?C-Level Client Executives as an empowered executive representing Xerox.
Using the sales tools, methodologies and techniques, the Global Client Leader will:
Scope of Role:
- Lead the Global team with the primary relationship for Xerox's largest global clients
- Lead efforts to develop and implement Global Account strategy
- Facilitate and lead the appropriate actions to execute a successful strategy
- Create and promote global team cohesion among multiple lines of businesses to support key account activities
- Responsible for Profitable Revenue?Growth within key accounts
- Pursue and close new business from current global clients and new logos
- Act as lead for key client meetings, presentations and RFP processes
- Participate in key client meetings to qualify, scope and support the sale of major opportunities
- Identify and create new business opportunities
- Client Growth and Retention
Major Responsibilities
- Identify client's strategic business objectives and align Xerox's innovation to closely support those objectives.
- Lead Global Account Business Planning, coordinating with region leads.
- Develop and execute strategic account plans?to enable customer business growth, through Xerox offerings and technology, that yield profitable revenue growth.
- Target new logo business opportunities in Digital Services and traditional document services.
- Identify opportunities for account penetration using existing and new company technology portfolio to satisfy client business objectives, reduce cost and grow revenue.
- Include strategic partners and Alliances in development of client opportunities to leverage expertise and capabilities.
- Lead global client business case development and lead with decision making accountability for Bid process.
- Lead internal process to assess and utilize coverage capacity models to maintain proper level of resources.
- Consult as a subject matter expert, presenting the value proposition to executive level decision makers
- Foster and maintain cross-functional relationships with management, peers, support personnel, Xerox Services, and clients
- Grow profitable revenue through non-user establishments.
Background, Experience and Qualifications:
- Comparable Global Account and industry- 10 years sales experience
- Experience in technology sales including global sales and solution selling
- Deep Industry knowledge, in the context of a Global client- business process and competitive landscape
- Global IT Standard knowledge to include mobile devices, app technology, Microsoft office, virtual tools (Teams, WebEx, Zoom)
- Intimate knowledge of client financial modeling and justification to select and spend
- Experience working with C-Suite level executives at Fortune 500 companies and in building necessary business relationships
- Proven sales leadership in a global organization with significant matrixed sales management responsibility.
- Solid record of proven success within past sales roles
- Familiar with Target Account Selling or another established sales methodology
- Highly trusted individual who maintains and expects high standards for self and team
- Self-starter with a high level of commitment and energy
- Demonstrated negotiation skills balance client requirements with business case financials
- A proven track record in significant/complex consultative services-led sales engagements and multiparty negotiations with partners and clients
- Significant experience in proactively engaging at Senior Executive level within client organizations
- Experience of having developed and executed business strategies to substantially increase account growth and revenues
- Proficient with international and domestic travel
- Demonstrates innovation and deep understanding of client business drivers
#LI-KW1
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. Learn more at www.xerox.com and explore our commitment to diversity and inclusion: https://www.xerox.com/en-us/jobs/diversity 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.