Sr. Production Sales Specialist

About the Company

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 the hybrid workplace of today and tomorrow. Today, Xerox is continuing its legacy of innovation to deliver client-centric and digitally-driven technology solutions and meet the needs of today’s global, distributed workforce. From the office to industrial environments, our differentiated business and technology offerings and financial services are essential workplace technology solutions that drive success for our clients. At Xerox, we make work, work.

About the Role

Responsible for generating sales to meet individual/team quotas and company business objectives. May manage existing accounts as part of a larger account team or could manage named accounts within a geography for a particular product or product set. A portion of earnings is typically paid via an incentive/commission scheme based on quota attainment.

Recognized as an expert in production equipment and graphic communications sales. Interprets internal or external business issues and recommends solutions or best practices. Decisions are guided by resource availability and functional objectives, primarily within a domestic scope but may include some international accountability.

Key Performance Indicators

• Sell high-end production printing solutions and workflow software
• New and additional profitable revenue growth
• Increased penetration and signings for offering space
• Customer retention

Responsibilities

• Works with Client Manager to provide subject matter expertise on production solution offerings, leading to a detailed statement of work.
• Provide the business rationale and risk assessment to management for making investments in the account to develop business.
• Become the “trusted adviser” on services and solutions that address the client’s business challenges.
• Participate with the appropriate sales organization in account planning.
• Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects.
• Responsible for larger, complex, high-visibility, strategic, or tactically important international accounts and a higher-than-average quota or territory.
• Sells complex production products and services, develops new accounts, and expands 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.
• Influences customers and diffuses potential problems.
• Anticipates customer needs and identifies appropriate alternatives.

Problem Complexity

Solves a diverse array of complex problems; takes a broad perspective to identify solutions. Uses judgment within broadly defined policies and practices. Analysis of a variety of factors, including an understanding of current business trends, is required. Follows processes and operational policies in selecting methods and techniques for obtaining solutions. Requires in-depth knowledge of organization objectives.

Freedom to Act

Works independently, with guidance in only the most complex situations. Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results. Exerts significant latitude in determining objectives.