Xerox is the world's leading enterprise for business process and document management. Its services, technology, and expertise enable workplaces - from small businesses to large global enterprises - to simplify the way work gets done so they operate more effectively and focus more on what matters most: their real business. Xerox offers business process outsourcing and IT outsourcing services, including data processing, healthcare solutions, HR benefits management, finance support, transportation solutions, and customer relationship management services for commercial and government organizations worldwide.
We are currently hiring a Senior Sales Engineer for StrataCare, a Xerox Company, to serve as subject matter and expert and point of contact while providing technical and consultative expertise to the customer, national sales team and internal clients. This role provides exemplary technical expertise through technical and product presentations, product demonstrations, consistent communication and on-going technical consultation.
ESSENTIAL DUTIES
Leads the development of and provides training support for the sales team in the following areas:
o CRM use
o Product/Software functionality
o Presentation development
o Demo of StrataWare and other proprietary products
o Any other areas as directed by the Executive Team
Provides mentoring and training support for newer or less experienced Sales Engineers as needed, including managing and directing their support of new and current clients and other projects as directed by the Chief Sales Officer.
Maintains current thorough understanding of products, shifting customer requirements, industry trends, competitors, economic conditions and maintains extensive contact with sales force regarding customers.
Collaborates with Sales Managers to maximize opportunities by defining solutions in response to preliminary needs analysis and identifying services to grow sales.
Assists sales team qualify prospects based on technical assessment of customer requirements.
Leverages technical background, strong business acumen, problem solving abilities, knowledge of products, processes and industry expertise to educate customers on value of StrataWare.
In conjunction with sales managers, articulates value of StrataWare to non-technical executives.
Identifies opportunities to work with StrataCare partners (GenSource, OCR, etc.)
Provides pre-sales technical support services and coordinates special services for internal and external customers.
Takes ownership of the prime technical relationship with pre-sales customers to drive customer satisfaction by proactively managing and delivering technical information to our customers both onsite, online and via telephone.
Collaborates with technical services team to collect and recording technical requirements for client implementations.
Participates in identifying training needs. Facilitates and executes training of the National Sales Team to deliver effective software and service product demonstrations for existing accounts and prospective opportunities.
Acts as liaison between account teams and technical resources to provide effective coordination and solutions to accounts; provides timely identification and involvement of other StrataCare resources to develop opportunities.
Works with Sales Department to determine account requirements and design efficient, cost-effective solutions based on StrataCare product and service specifications and opportunity requirements.
Proposes consultative software and service solutions to accounts; documents opportunity requirements and implementation/installation specifications; communicates and distributes StrataCare documented capabilities, specifications, standards and policies.
Represents StrataCare at sales meetings, seminars and trade shows.
Develops and conducts technical presentations to customers and prospects.
Participates in development of new products, modification of existing products and termination of ineffective products through participation on the Software and Business Development Committee (SBDC).
Builds effective working relations with the National Sales Team, internal Irvine division departments and outside business accounts and contacts and assists in resolving problems related to the sales development process.
Provides the highest level of customer service to customers, whether these are current or prospective clients of the Company, vendors, staff, business partners or visitors.
Assists and cooperates with co-workers, supervisor and management; maintains positive morale within the team by motivating and supporting staff.
Gathers, analyzes and organizes data from CRM or software change control tools; prepares and communicates or files reports to senior management, government agencies, etc. Maximizes effectiveness of the corporate Client Relations Management (CRM) software.
Participates in and/or leads structured problem solving teams and applies statistical and other problem solving tools. Collaborates with peer management to effectively identify and resolve problems and conflicts.
Manages confidential client, financial and employee information with discretion and good judgment in accordance with department and Company guidelines.
Demonstrates a dependable work ethic.
Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the art practices; participating in professional societies.
Acts as a member of the management team to strengthen and support the financial and operational goals of the Company:
Markets Company goals to subordinate staff
Participates as a member of various management committees and/or projects
Develops and implements methods to improve financial soundness and control expenses.
Acts as a leader and is recognized as such and anticipates future Company needs proactively.
Sets an example of excellence/integrity and inspires others to perform all duties in accordance with established Company values.
SUCCESS INDICATORS
Accuracy of data in salesforce.com
Lead qualification rates
Performance metrics for sales team
Process improvement
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*HIPAA PRIVACY COMPLIANCE STANDARDS*
The incumbent will:
* Not use or disclose protected health information about any employee, claimant or other party in compliance with StrataCare’s policies related to state or federal laws such as Health Insurance Portability and Accountability Act (HIPAA).
* Use appropriate safeguards to protect the confidentiality of such information.
* Report to StrataCare management any use or disclosure of protected health information not permitted by StrataCare’s policies related to state or federal laws such as HIPAA.
* Participate in StrataCare’s training or briefings on HIPAA information as scheduled.
* Consult with supervisor, management or the Human Resources Department on any issues or questions about compliance under StataCare’s policies related to state or federal laws such as HIPAA.
SUPERVISORY RESPONSIBILITY
The incumbent in this position does not have formal supervisory responsibility, however, as the Sr. Sales Engineer, will be responsible for leading cross functional teams to ensure client satisfaction.
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*ENVIRONMENT*
The working environment for this position is an open office that is clean and comfortable. It may include some minor annoyances such as noise, odors and drafts. The incumbent is in a non-confined, office-type environment in which he or she is generally free to move about at will.
The position requires frequent and sometimes extended time and travel to meet corporate goals and objectives. Travel and related expenses are subject to review and approval based on StrataCare Travel Policy.
PHYSICAL ACTIVITY
In the course of performing this work, the incumbent:
Will spend the majority of the time sitting, speaking and listening.
Must regularly lift and/or move up to 10 pounds, and occasionally lift and/or move up to 50 pounds
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties of the job.
EQUIPMENT AND SOFTWARE OPERATION
The incumbent in this position may operate any/all of the following equipment:
Fax, Computer, Copy machine, Calculator, Laptop computer, Automobile
Computer software may include any or all of the following:
Microsoft Office (Word, Excel, PowerPoint, Project)
Internet Explorer
Salesforce.com
StrataWare Suite
Microsoft SQL Server
POSITION REQUIREMENTS
These specifications are general guidelines based upon the minimum ordinarily considered essential to satisfactory performance in this position. Individual skills and abilities may result in some deviation from these guidelines. To perform effectively in this position, the incumbent is required to have:
Knowledge of workers compensation industry.
Thorough knowledge of StrataCare corporate and sales department policies and procedures.
Thorough knowledge of StrataCare software, service and support products.
Demonstrated skills to perform product presentations and training to various levels within the client’s organization.
Proven track record of developing effective new business strategies and customized presentations and proposals that win new business.
Ability to use sales skills to effectively overcome client objections.
Highlyeffective oral, written, interpersonal, negotiation and presentation skills and the ability to develop and maintain long-term business relationships.
Accurate math skills including statistical analyses.
Ability to read, analyze and interpret general business periodicals, professional journals and technical procedures.
Strong working skills in spreadsheet, word processing, database, internet access and contact management programs.
Ability to exercise good business judgment and discretion to maintain appropriate confidentiality while conducting all business activities.
A current and valid drivers’ license for the State of residence and a driving record acceptable to the company’s insurer.
Good organizational skills and the ability to handle multiple activities with changing priorities simultaneously.
Competency to utilize Company software and proficiency in Microsoft software applications and a willingness to learn new systems as necessary.
Ability to travel and work as needed to meet Company objectives.
Typically, these skills are the result of completion of an undergraduate degree in business administration, sales or related degree or equivalent work experience, three or more sales or customer service experience and three or more years’ web based software application development experience.
/Xerox 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 law. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to accommodations@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking./
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**Job:** *IM Architecture*
**Organization:** *Workmans Comp Site*
**Title:** *Senior Sales Engineer*
**Location:** *California-Irvine*
**Requisition ID:** *15011782*
**Virtual/work from home?** *No*