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Direct Sales

Xerox Corporation, Uxbridge, Greater London

Direct Sales

Salary Not Specified

Xerox Corporation, Uxbridge, Greater London

  • Full time
  • Permanent
  • Onsite working

, 28 Sep | Get your application in now before you're too late!

Closing date: Closing date not specified

job Ref: 91a8522819b74dc9a35b2bdb64c848b6

Full Job Description

  • Actively originate and shape new digital opportunities across our full services portfolio.
  • Be able to articulately and passionately present digital concepts to executive and senior stakeholders both internally, externally and client facing.
  • Extensive experience in working with multi-skilled teams including offer leads, solution architects, technical architects and project managers on projects across a range of onsite and offsite digital services and technical platforms.
  • Evaluates Xerox offers and services against the market and external competitors, to ensure the value proposition is unique, compelling and represents clear value to each aligned customer.
  • Develops and deploys a clear strategy to primarily sell enterprise innovation, "Xerox Digital Services" portfolio to exisiting and new clients.
  • Plans and manages the aligned accounts and/or sector - to evaluate the account base, to develop new opportunities and develop uniques against any competitive presence
  • Consults as a subject matter expert, especially in digital services and can comfortably articulate and present the complete value proposition to executive level decision makers
  • Aligns client business objectives with the entire portfolio of offerings
  • Develops new innovative and existing solutions to meet the specific client requirements, using and/or overseeing the required solutioning, pricing and contract assembly tools
  • Fosters and maintains strong cross-functional relationships with management, peers, support personnel, and customers.
  • Grows profitable revenue through user and non-user establishments.

    At least 5 years of experience working on client facing project statements of work.
  • A software history within your career (whether educational or experience) this could be as a business analyst, technical presales, customer success, programmer, or solution architect.
  • A working with data history - you should be able to express for example:
  • How you have used data to design a service idea of concept to a customer
  • How you have helped a customer define their requirements involving data models and services for example customer (CRM) data, or ERP workflow data.
  • We are not expecting you to be a data analyst (but you might have been in the past)
    • Must be comfortable engaging in high level software architecture conversations and must be able to translate between "tech" and customer business user language with clarity and gravitas. Must have a level of business analyst (requirements gathering converted to statement of work) experience). And be able to "translate" the contents of complex technical SOWs into simple "PowerPoint" executive briefings. Must have a comfort with what the industry refers to as "Intelligent Process Automation"; content and document management, workflow, and Automation Services (from RPA to A.I.) but your current industry may have referred to simply as ETL, data modelling, data flows. A level of project management experience - perhaps Prince 2, perhaps Agile, perhaps programme management or equivalent. (Certifications in one or more desirable but not mandatory) Must be deeply comfortable in formal presentation settings You will have direct sales experience or "customer success" or "technical presales" experience - and are comfortable having net new business signings as a KPI. It would be positive to see evidence of thought leadership experience (at least at a junior level) - LinkedIn content, perhaps you have coached people in a relevant field, perhaps you have been an event speaker or forum leader in some capacity. Preferred Sector Experience
  • We are seeking someone with "retail" consumer client project experience such as Retail Banking, Insurance high street, or online retail who is therefore comfortable with designing solution concepts designed for large end-consumer volumes.
  • Financial sector and similar knowledge would be desirable with regard the regularity environments we operate within - GDPR, KYC, AML, data protection, privacy and so forth - recognising the advice we give to customers must be compatible with compliance legislation.
    • Soft Skills
  • This is a customer facing role. The purpose of this role is to support our sales team drive new revenues, this means you must
  • Be curious - asking the five whys or the "dumb" question is enjoyable for you
  • Be able to translate between tech speak and customer business speak.
  • Whiteboarder: Be able to chair a brainstorm and listen and distill a wide variety of stakeholder inputs into a condensed, clear use-case / visio or similar workflow outcome
  • Be a Team builder: be able to bring together a cross-functional team, focus them around a clear brief and engineer a positive co-creation spirit merging client side and Xerox side individuals into one project group.
  • Engagement chameleon: Be able to present from C-Level to factory floor customer groups.
  • Be location flexible - we travel to meet our customers, we walk the floors with them. Expect 2 days per week to be on site with a customer or in a Xerox location that will vary across the UK.

    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 today's workforce. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients - no matter where that work is being done. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things and cleantech. Learn more at www.xerox.com and explore our commitment to diversity and inclusion.
    • Why Join the Xerox Digital Specialists Team This role and team sits at the creative intersection of client co-creation and Xerox innovation. You will have access to the full portfolio of current and future Xerox products and services. You will be working with our largest national and international customers. You will be part of multi-disciplinary client/Xerox co-implementation teams…and you will have a key role in defining and delivering the digital change and services that will inspire our customers to move forward. You will be challenged, you will learn, you will be delivering "firsts".