*Purpose:*
The GCSE is a direct sales professional and subject matter expert responsible for selling the entire solution portfolio, customer retention, territory penetration that delivers new business development, and volume and profitable revenue growth in customer and non-customer Graphic Communications accounts.
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*Scope:*
· Individual Contributor role
· Interfaces regularly both internally (within the sales and sales support functions) and with external customers to manage existing customers and deliver new business that yields volume and profitable revenue growth in the assigned territory
· Collaborates with the Sales Manager and Xerox resources on development and execution of insight led (Challenger) account strategies and on achieving sales quota for Graphic Communications products/solutions
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*Primary Responsibilities:*
· Use insight-led (Challenger) selling model and tools to engage current and new customers in
- Why change in technology adds value to their business
- Why change now is critical to their profitability/growth
- Why Xerox solutions best fit their current/future needs and contribute to improvement in their key business/financial measures
· Communicate Xerox strategies and direction to key customer decision makers
· Develop value propositions/insight messages that address the business impact Xerox could have on key Graphic Communications business objectives, issues, and initiatives
· Develop prospects (with focus on hunting new logos), conduct sales calls, deliver product demonstrations, prepare proposals and bids, and deliver C-level (CIO, CFO, etc.) presentations
· Deliver sales activity levels and pipeline sufficient to support over achievement, territory coverage and 100% customer satisfaction for the full range of products and solutions
· Aggressively pursue (hunt) new logo and competitive accounts and effectively differentiate Xerox solutions/services from competitors
· Develop and maintain positive working relationships with a network of peers, business leaders and customers
*Qualifications*
· Candidate Education: Preferred Bachelor's degree in business and/or technology, or equivalent successful selling experience
· Candidate Background: Skills, Knowledge & Ability:
- Minimum: 5-8 years demonstrated successful business:business selling experience
o Preferred: Experience and knowledge in color/graphic communications industry
o Preferred: Experience with capital equipment selling cycle/process
- Minimum: Credible knowledge of systems and technologies important to the sale and implementation of Xerox solutions and services offerings
- Minimum: Insight-led (Challenger) hunter with ability to effectively teach/influence, negotiate, take control of the sales cycle, and gain commitment at all organizational levels
- Minimum: Proven ability to manage the life cycle of multiple complex sales cycle (i.e., capital equipment)
- Minimum: Proven consultative or insight-led selling and account management/ business development experience; system selling experience preferred
- Minimum: Ability to optimize/balance time spent on critical, customer-facing activities versus administrative activities
- Minimum: Results-oriented with excellent record of success in driving new business (over achievement of sales quota, top sales ranking, awards, achievement recognition)
- Minimum: Ability to read and interpret financial statements, annual reports, and other financial documents
- Minimum: Ability to develop strong influential executive relationships within assigned customer base (territory)
- Minimum: Competent in the use of Microsoft Office Suite of products (Excel, Word, Outlook and PowerPoint) as well as Intranet and Internet for research purposes
- Preferred: Knowledge of workflow, industry color and monochrome applications, product positioning and competitive product strategies
- Preferred: Willingness to take risks, try new approaches, and question traditional assumptions
Additional Role Requirements:
Possess a valid drivers license (the license may not include restrictions related to a DWI/DUI conviction) and a satisfactory driving record as determined by Xerox (note that all individuals whose job responsibilities may include driving are subject to periodic motor vehicle records checks).
Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox in the U.S. may request such accommodation(s) by sending an e-mail to accommodations@xerox.com
**Job:** *Direct Sales*
**Organization:** *US Graphic Communications Ops*
**Title:** *Graphic Communication Solutions Executive (GCSE)*
**Location:** *Ohio-Cleveland*
**Requisition ID:** *16020306*
**Virtual/work from home?** *Yes*