Production Sales Specialist

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.

Description & Requirements

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 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.

Purpose

Responsible for generating sales in order 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 incumbent earnings normally paid on quota via an incentive/commission scheme.

Frequent Travel. This position supports Alberta, Saskatchewan, and Manitoba.

Key Performance Indicators

• New and Additional Profitable Revenue Growth
• Increased penetration/Signings for offering space
• Customer Retention

Scope

• Revenue Target for Production
• Aligned with Client Managers for defined set of accounts/pursuits
• Specialization by Industry
• Uses best practices and knowledge of internal or external business issues to improve products or services
• Requires in‑depth knowledge and experience
• Decisions guided by policies, procedures and business plan
• Generally domestic scope/accountability

Primary Responsibilities

• Works with Client Manager to provide subject matter expertise on the services 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
• Provide support and input in RFP responses, business case analysis, risk profiles and statements of work
• Participates in longer‑cycle and technical aspects of negotiations, partnering with solution architects

Sales

• Responsible for average accounts and/or dollar quota/territory compared to the company’s average
• Sells complex products or services, develop new accounts and/or expand existing accounts
• Has high level of 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
• Solves a range of complex problems; takes a new perspective using existing solutions
• Exercises judgment within defined procedures, practices and policies to obtain solutions