Xerox - Oklahoma (Oklahoma City, Oklahoma Area)
Job Description
Purpose:
• Provide Regional coverage and expertise for Xerox Print Services (XPS), with primary ownership for the Assessment and Design phases of the XPS sales cycle.
• Responsibility for selling specific services and solutions to existing clients and new clients through targeted campaigns (for example Enterprise Print Services - Office, Enterprise Print Services - Centralized & Xerox Print Services).
Scope:
• Specialist role with regional coverage focusing on direct USCO accounts and territories (large / medium accounts). Strong focus on driving $5,ooo month Non-Xerox services accounts.
• The role holder plans, facilitates, designs and develops specific services outsourcing initiatives, to reach client agreements and commitments.
Primary Responsibilities:
◦ Provide expertise and support during the Assessment and Design phases of an XPS sales cycle
◦ Articulate the dynamics of the current Managed Print Services market and what is driving businesses/partners to move toward the MPS model (both internally and to the clients).
◦ Researches current technology offering trends in the office device/software, MPS marketplace.
◦ Use Xerox Print Services working processes and tools to Assess, Design, Implement and Manage [ADIM] an XPS solution.
◦ Coach and support SSE in XPS prospect selection and initial development based on key defined selection criteria to address the "sweet spot" of XPS marketplace.
◦ Use the appropriate tools to Assess the customer environment, e.g. XDA
◦ Use the appropriate tools to Design and XPS solution, including floor mapping.
◦ Describe the components of the Xerox Print Services (XPS) offering in terms of industry standard definitions and expectations, and provide proof sources demonstrating our leadership in MPS.
◦ Develop and articulate compelling value propositions describing the customer benefits by role (i.e. Finance, IT) of the XPS solution in terms of consistency and control, improved services, managing costs and managing compliance.
◦ Position Xerox effectively against competitive offerings (e.g. HP, Ricoh, IKON, Canon, Lexmark, Konica-Minolta and local dealer offerings) and how these do or do not address the market.
◦ Develop working relationships with key players (Client Asset Manager & team) and various applications that will be used in the Implementation and Manage phases of the XPS sales cycle, as well as documents and reports each player is responsible for maintaining.
◦ Explain price plans and services.
◦ Create compelling before and after TCO comparisons to help demonstrate XPS value.
◦ Take the lead in presenting proposed XPS solutions to customers and influencing buy decisions.
Desired Skills & Experience
Candidate Education:
Minimum High School Diploma / (GED) / Secondary School GCSE or equivalent
Preferred Bachelor's Degree or equivalent
Candidate Background: Skills, Knowledge & Ability: Minimum requirements:
Demonstrated consistent successful selling or equivalent experience (Marketing preferred).
Proven executive level selling skills.
Demonstrated project / program management.
Demonstrated effectiveness in applying appropriate sales and account management processes and tools.
Demonstrates effective negotiation skills.
Proactively identifies and solves problems.
Works with account teams to monitor and ensure customer satisfaction.
Excellent written 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.
Xerox
Additional Information
Posted:
November 28, 2012
Type:
Full-time
Experience:
Mid-Senior level
Functions:
Sales
Industries:
Information Technology and Services
Job ID:
4273012
http://www.linkedin.com/jobs?v...=4273012&srchIndex=2
Original Post