Military Spouse Connection Jobs

Client Manager - Key Accounts

General Information

Press space or enter keys to toggle section visibility

City

Toronto

State/Province

Ontario

Country

Canada

Department

Sales

Date

Friday, June 7, 2024

Working time

Full-time

Ref#

20033216

Job Level

Individual Contributor

Job Type

Experienced

Job Field

Sales

Seniority Level

Associate

Currency

CAD - Canada - CA

Annual Base Salary Minimum

90,000

Annual Base Salary Maximum

117,000

The salary range above represents the low and high end in the local currency of Xerox’s salary range for this position and is reflected in an annualized amount. Actual salaries will vary based on factors including, but not limited to, geographic location, market competition, and/or the successful applicant’s education, experience, knowledge, skills, and abilities. The range listed is just one component of Xerox’s total compensation package for employees. Employees are also afforded a comprehensive suite of benefits, that include medical, dental, life insurance, an Employee Assistance Program (EAP), Paid Time Off, holidays, disability, and retirement benefits, please visit Xerox Careers (https://www.xerox.com/en-us/jobs) . If you are not reviewing this job posting on our Xerox Careers page, we cannot guarantee the validity of this posting. For a list of our current openings, please visit Xerox Job Search (https://xerox.avature.net/en_US/careers) .

Sales: Your actual On Target Earnings (OTE), which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location.

Description & Requirements

Press space or enter keys to toggle section visibility

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 our commitment to diversity and inclusion. (https://www.xerox.com/en-us/jobs/diversity)

Role Overview:

• The Client Manager for Key Accounts is responsible for selling the Xerox Services portfolio to a defined set of established large/enterprise Services customers (between 5 and 14 clients). This position requires the individual to develop a strong understanding of the customer’s business and to proactively engage with clients across all levels of the organization from operational to executive. This knowledge and insight will enable the Client Manager to identify and sell compelling solutions to enhance client success, increase utilization of current products& services and drive profitable revenue growth.

• This position will be responsible for driving both short-term sales results within the accounts and developing and implementing 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.

• This is a quota bearing role with both a salary and incentive/commission elements.

Primary Responsibilities:

• Relentless pursuit of New Business development within Enterprise level Key Accounts and New Logo 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 and Delivery of Accurate 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.

• 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 inside Canada.

• 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 selling and expanding 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.

• Excellent written and verbal communications skills.

• Technically proficient with Microsoft Office tools and CRM’s (i.e. Salesforce).

• Strong financial acumen and building a strong ROI.

#LL-LI1

#LL-ONSITE

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.