Xerox · 1 day ago

Enterprise Account Executive

United States

Full-time

Remote

Senior Level

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Responsibilities

Use industry sector experience and client knowledge to assess client unique industry, business and IT environment needs to match Xerox Offerings

Builds, maintains/grows client key stakeholder relationships - CIO and Functional VPs, to offer/execute insights and value delivered by service offerings

Generate consistent pipeline for business performance

Up sell/cross-sell opportunities

Define and meet Win Strategy Criteria, using sales specialists, solution architects and other SME roles to craft specific offering and technical requirements for SOW

Lead development of proposal/RFP in partnership with Bid Center

Partner with delivery to support QBR process to continuously leverage new service offers, retain client accounts and grow profitable revenue

Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher than average quota/territory

Sells 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

Anticipates client needs and identifies appropriate alternatives

Qualification

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Enterprise account sellingExecutive level relationshipsBusiness proposal writingRFP writingWinningSoftware salesClient current state studiesFinancial acumen

Required

Experience with 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

Demonstrated proficiency in conducting client current state studies; business proposal writing skills and presentation to senior management

Proven success in influencing, writing and winning RFPs

Demonstrated ability to self-develop and to continuously expand your knowledge about your clients and Xerox

Proven Enterprise account selling skills

Experience in selling and expanding solutions and software sales.

Knowledgeable regarding competitive landscape, industry trends and vertical markets.

Strong financial acumen and building a strong ROI