Managed Print Services Executive

Job Description

Purpose of Role:

Provide Regional coverageand expertise for Xerox Print Services (XPS), with primary ownership for theAssessment and Design phases of the XPS sales cycle.

Scope of Role:

Specialist role withregional coverage focusing on direct US Customer Operations (USCO) and opencoverage accounts / territories. Strong focus on driving non-Xerox services revenue.

Responsibilities:

Takethe lead in providing expertise and support during the Assessment and Designphases of an XPS sales cycle.
Articulatethe dynamics of the current Managed Print Services market and what is drivingbusinesses/partners to move towards the MPS model (both internally and toclients).
Researchescurrent technology and offering trends in the office device/software, MPSmarketplace.
UseXerox Print Services working processes and tools to Assess, Design, Implementand Manage [ADIM] an XPS solution.
Coachand support SSE in XPS prospect selection and initial development based on keydefined selection criteria to address the “sweet spot” of XPS marketplace.
Usethe appropriate tools to Assess the customer environment, e.g. XDA
Usethe appropriate tools to Design an XPS solution, including floor mapping.
Describethe components of the Xerox Print Services (XPS) offering in terms of industrystandard definitions and expectations, and provide proof sources demonstratingour leadership in MPS.
Developand articulate compelling value propositions describing the customer benefitsby role (i.e. Finance, IT) of the XPS solution in terms of consistency andcontrol, improved services, managing costs and managing compliance.
PositionXerox effectively against competitive offerings (e.g. HP, Ricoh / IKON, Canon,Lexmark, Konica-Minolta and local dealer offerings) and how these do or do notaddress the market.
Developworking relationships with key players (Client Asset Manager & team) and the various applications that willbe used in the Implementation and Manage phases of the XPS sales cycle, as wellas the documents and reports each player is responsible for maintaining.
Explainprice plans and services.
Createcompelling before and after TCO comparisons to help demonstrate XPS value.
Takethe lead in presenting proposed XPS solution to customers.

Desired Skills & Experience

3+years successful selling experience or Bachelors Degree or equivalentexperience (Marketing preferred).
“Hunter”mentality – self-motivated and driven.
Provenexecutive level selling skills.
Demonstratedproject / program management.
Demonstratedeffectiveness in applying appropriate sales and account management processesand tools.
Demonstrateseffective negotiation skills.
Proactivelyidentifies and solves problems.
Workswith account teams to monitor and ensure customer satisfaction.
Excellentwritten and oral communication skills.

Company Description

Xerox was founded in 1906 in Rochester, New York as "The Haloid Company", which originally manufactured photographic paper and equipment. The company subsequently changed its name to "Haloid Xerox" in 1958 and then simply "Xerox" in 1961. The company came to prominence in 1959 with the introduction of the first plain paper photocopier using the process of xerography developed by Chester Carlson, the Xerox 914. Before releasing the 914, Xerox had also introduced the first xerographic printer, the "Copyflo" in 1955. In 1970 Xerox opened the Xerox PARC research facility. The facility developed many modern computing methods such as the mouse and the graphical user interface. From these inventions, Xerox PARC created the Xerox Alto in 1973, a small minicomputer similar to a workstation and personal computer. The Alto was never commercially sold, as Xerox itself could not see the sales potential of it. In 1979, several Apple Computer employees, including Steve Jobs, visited Xerox PARC, interested in seeing their developments. Jobs and the others saw the commercial potential of the GUI and mouse, and began development of the Apple Lisa, which Apple introduced in 1983. Headquartered in Norwalk, Conn., today Xerox is a $22 billion leading global enterprise for business process and document management. Through its portfolio of technology and services, Xerox provides the essential back-office support that clears the way for clients to focus on what they do best: their real business. Xerox provides leading-edge document technology, services, software and genuine Xerox supplies for graphic communication and office printing environments of any size. Through ACS, A Xerox Company, which Xerox acquired in February 2010, Xerox also offers extensive business process outsourcing and IT outsourcing services, including data processing, HR benefits management, finance support, and CRM services for commercial and government organizations worldwide.