Job Description

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 and explore our

Xerox Digital Sales

Position: Communications Engagement Services Specialist

Location: Saint John, NB

Purpose:

Xerox is looking for a Communications Engagement Services Specialist (CES) that focuses on selling complex, high value communication and marketing services, digital transformation services, and services/solutions around production print/mail centers to large enterprise named accounts.

These services are both horizontal (ie.digital hub, campaigns on demand) and vertical (digital patient, digital insurer, digital citizen etc.) in nature and leverage Xerox\'s services portfolio with differentiated technology and solutions to advance the future of work for our clients.

The CES Specialist creates value for these organizations by tailoring Xerox and partner solutions, software, hardware, and services across the client communications path. This is typically over a long sales cycle and will lead a cross functional team of solution architects, delivery, hardware specialists, financial analysts and client managers to tailor and sell high impact, high value services. CES Specialists are also responsible downstream for SOW negotiations across both current and new clients.

CES Specialists plans and executes strategies for several large, complex opportunities with named key/ strategic customers and typically maintains relationships with customers on a senior management or executive level often in Marketing, IT, and Sourcing.

Overview of Role:

• Requires in-depth knowledge and experience in Digital Print as well as Communication/Marketing Services
• Comfortable driving Statement of Work negotiations and strong financial acumen (understanding of complex business case hydraulics and correlating risk based on leveraged assumptions)
• Uses best practices and knowledge of business issues to improve products or services
• Acts as an subject matter Expert and account strategist for client managers selling Communication Services
• Decisions guided by policies, procedures, and business plan
• Selling to generally domestic US Large Enterprise Named accounts
• New business, New Logo, Renewal Business
• Develop proposals and respond to RFP\'s for related services
• Business case coordinator on large opportunities

5M contract life value * Leverage Xerox tools to create pricing/proposals on smaller opportunities

5M contract life value * Lead client and internal strategist on applicable offerings

• Does NOT include hardware/software sales targets although services revenue may include workflow software and/or production print hardware that drives incremental annual contract revenue and profit.

Primary Responsibilities:

• Works with Client Managers to direct, collaborate and 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 \xe2\x80\x9ctrusted adviser\xe2\x80\x9d on services and solutions that address the client\'s business challenges. Coach and inspire them to embrace a new way of doing business with Xerox Services.
• 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 and 3rd party solution providers.

Sales:

• 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 for clients, such as:
• Educate clients on Xerox offerings for email marketing campaigns
• Design & produce advertising (print & digital)

Key Performance Indicators:

• Annual Services Contract Revenue Value and Annual Services Contract Gross Profit
• Increased penetration of services/solution
• 90% revenue/profit retention of existing services contracts

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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 or expression, 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. Learn more at and explore our commitment to diversity and inclusion! 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 talentacquisitionsupport@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

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