Sr. Client Manager I, Strategic Or Large Accounts

Xerox New York , NY 10007

Posted 2 weeks ago

Purpose:

Builds and maintains effective relationships with a defined customer base to ensure a high level of satisfaction and increase revenues. Identifies, develops and typically closes new sales opportunities. Serves as the primary interface for all products and services, and creates demand for the organization's products and services by raising their profile with customers.

Key Performance Indicators:

  • Maintain Pipeline /Forecast Accuracy

  • Profitable Revenue Growth

  • Increased penetration/wallet share/Signings

  • Retention

Scope:

Specific:

  • Total Revenue & Signing >$10M TCLR- services, technology and equipment

  • NYC based accounts

  • Number of Accounts: 1-5 (user and non-user)

General:

  • Recognized as an expert in own function

  • Interprets internal or external business issues and recommends solutions/best practices

  • Decisions are guided by resource availability and functional objectives

  • Primarily domestic scope/accountability; may include some international scope/accountability

  • Progression to this level is typically restricted on the basis of business requirement

Primary Responsibilities:

  • Lead Account Business Planning (ABP) to plan, forecast and secure results, including aligned delivery

  • Lead development of business case strategy for client

  • 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

Sales:

  • Responsible for larger, complex, high visibility, strategic, or tactically important, 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

  • 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 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

Candidate Education:

  • Graduation in specialized field (i.e., Business degree, etc.) or equivalent

Candidate Background:

  • Comparable account and industry-based sales experience

  • Knowledge of current/next generation services offerings

  • Deep industry knowledge-business process and competitive landscape

  • IT standard knowledge

  • Demonstrated negotiation skills balance client requirements with business case for deal

  • Demonstrated CIO and Other C-level interaction and insight-based influence

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Sr. Client Manager I, Strategic Or Large Accounts

Xerox