Xerox Corporation is a $22 billion leading global enterprise for business process and document management. Through its broad 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. Headquartered in Norwalk, Conn., Xerox provides leading-edge document technology, services, software and genuine Xerox supplies for graphic communication and office printing environments of any size. Xerox also offers extensive business process outsourcing and IT outsourcing services, including data processing, HR benefits management, finance support, and customer relationship management services for commercial and government organizations worldwide.
Position Description: Sales and Business Development Executive
Job Summary
The Sales and Business Development Executive is responsible for selling Xerox Learning services and solutions to targeted Global customers.
Exceptional candidates will have a track record of selling complex enterprise learning/training services and solutions; have a demonstrated history of carrying and meeting/exceeding quotas, and demonstrated success in selling learning services. Candidate should be comfortable working in a fast changing and growing entrepreneurial environment where profitable growth, satisfaction, accountability, quality, innovation, and timeliness are key components.
Key Responsibilities
* Sell Xerox Learning services and solutions to qualified target clients
* Execute sales process diligently with targeted client prospects from initial contact through signing of long term contract
* Identify and qualify new prospective clients to build pipeline of sales qualified leads and opportunities
* Conduct discovery to analyze and document client needs
* Conduct assessments with client decision makers, stakeholders and influencers to understand performance challenges and goals throughout the learning function
* Develop strategies to win
* Partner with appropriate Xerox team members to ensure development of client solutions
* Partner with appropriate Client Services resources to develop targeted proposals and Statements of Work (SOW)
* Manage pricing activities and partner with Executive Team
* Lead down-select activities including client site presentations, and Intrepid site visits
* Negotiate terms of client Xerox contracts; support execution of agreements and SOWs
* Collaborate with Client Service teams to transition clients from sales to implementation phases and provide ongoing account management support
* Develop strategic account growth plans
* Accurately forecast personal pipeline by regularly documenting detailed status of all accounts and opportunities
* Develop industry knowledge and experience by attending conferences, reading industry periodicals and white papers, reviewing Xerox deliverables, and assessing competitive offerings
* Support efforts of peers on distributed sales team
* Maintain a good working knowledge and practice of sales methods and techniques
* Provide client intelligence feedback to Corporate Marketing, Product Development, partner and services groups
* Leverage an existing contact/client list to identify new leads and streamline selling process, in addition to provided leads
Qualifications
Candidates should have demonstrated the ability to sell enterprise-wide learning and performance solutions.
Preference will be given to candidates who have experience selling solutions and capabilities similar to those of Xerox Learning.
Knowledge of and experience in corporate training and development.
Experience with learning consulting, solution and/or outsourcing service delivery and/or account management also preferred.
Other desirable traits include:
* 7-10 years of experience selling complex services or solutions to Fortune 500 companies
* Proven track record in consistently achieving and exceeding sales targets
* Hands-on, roll-up-your sleeves team leadership style with peers and subordinates
* Team player with strong interpersonal skills and ability to work in a fast-paced collaborative environment
* Strong business acumen and pragmatic approach to business problems with a solid understanding of consultative selling and the solutions architecture process
* Ability to communicate effectively with executives and learning professionals
* Entrepreneurial characteristics and leadership capabilities with an ability to work independently
* Excellent verbal and presentation skills, including consultative interviewing, telephone research/prospecting, client communication/presentation and proposal writing
* Strong analytical and organizational skills
* Excellent time management skills and ability to effectively execute and prioritize business initiatives
* Experience selling into technology, financial services, manufacturing and aerospace industries
* Solid knowledge of the corporate learning and business process outsourcing industry players and trends
* Solid knowledge of the learning industry competitive landscape
* Computer skills (proficient with Microsoft Office suite of products, experience with CRM products such as Salesforce.com)
* Excellent social selling skills (hunting and prospecting with LinkedIn, Facebook, Twitter, YouTube)
* Practitioner experience in the field of workplace learning and performance
Education Requirements
Bachelor’s degree; MBA or equivalent preferred
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Xerox Business Services, LLC is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by Federal or State law or local ordinance. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox Business Services, LLC may request such accommodation(s) by sending an e-mail to accommodations@xerox.com .
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**Job:** *Direct Sales*
**Organization:** *Learning*
**Title:** *Sales and Business Development Executive*
**Location:** *Ohio-Cleveland*
**Requisition ID:** *16018498*
**Virtual/work from home?** *Yes*