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Client Manager, Large Enterprise

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Xerox

2mo ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    IT & Cybersecurity
  • Dublin

AI generated summary

  • You must have 5+ years in IT services sales, proven quota achievement, executive engagement, account growth, strong communication, Salesforce.com experience, and knowledge in health/higher ed markets.
  • You will drive revenue by managing existing accounts, securing new clients, providing digital solutions, engaging with senior stakeholders, and developing strategies to grow market share.

Requirements

  • Strong track record and results within an Information Technology Services organisation, with experience of selling services – minimum 5 years.
  • Demonstrated ability to consistently exceed individual quarterly and annual quotas
  • Proven success selling solutions and services that align with a client’s strategic priorities
  • Significant experience in proactively engaging at Senior Executive Level within Clients organisation
  • Demonstrated ability to grow existing Client accounts through new services and solutions
  • Excellent communication and presentation skills
  • Proven negotiator
  • Good knowledge and experience of the marketplace in which Xerox operates.
  • Relevant University degree or post graduate degree (e.g., Business Management).
  • Experience and track record of working in Health and Higher Education vertical markets
  • Experience in managing opportunity pipeline and key activities via Salesforce.com.
  • Demonstrates ability to network with prospective clients via multi-channel platforms
  • Collaborative team player who is willing to tackle the unexpected, embrace change and work cooperatively in diverse group situations.
  • Excellent prioritisation, organisational, time management and project management skills as well as the ability to adapt to shifting priorities and work under pressure to meet deadlines.
  • Exceptional attention to detail with ability to work under pressure in a fast-paced environment, executing multiple projects while meeting strict deadlines.

Responsibilities

  • The role is selling the Xerox Global Document Services portfolio of complex, high value solutions/services/software/technology in Ireland. This will be a combination of managing and growing existing accounts through digital services plus securing New Logo clients.
  • The Client Manager will drive and grow revenue by providing high-value digital and print services. They will be the major influencer of an existing or prospective client’s strategy. They are a thought leader, experienced and sought out by the client for advice on business problems and opportunities.
  • This role’s primary focus is to drive revenue through the Xerox Global Document Services portfolio in New and Existing Clients.
  • Creates new opportunities within their accounts
  • Grows and develops existing accounts
  • Understands the role Digital Transformation plays in an organisation and how the Xerox Digital Services Portfolio supports this
  • Builds trust, engages, and develops senior client relationship, particularly C and D level, with New and Existing Clients
  • Articulates the Xerox strategy that links into clients’ drivers in share of wallet within their sector
  • Generates innovative ideas, challenges current thinking, and achieves buy in from the stakeholders
  • Thought leader and sought out by the client for advice on business problems and opportunities
  • Generates new sales pursuits through direct engagements with the client
  • Understands market dynamics and influences within the sector
  • Plans and manages an existing account base to enable growth
  • Develops and executes strategy to increase market share
  • Builds, grows, and maintains a strong business pipeline
  • Consistently delivers an on-Plan performance
  • Demonstrates and applies industry awareness within the sector

FAQs

What is the primary focus of the Client Manager role?

The primary focus of the Client Manager role is to drive revenue through the Xerox Global Document Services portfolio in both new and existing clients.

What types of accounts will the Client Manager be managing?

The Client Manager will manage and grow existing accounts while also securing new logo clients.

What level of client relationships is the Client Manager expected to develop?

The Client Manager is expected to build trust and develop relationships particularly at the C and D level within client organizations.

What is required in terms of experience for this position?

A strong track record and results within an Information Technology Services organization with a minimum of 5 years of experience in selling services is required.

Are there specific industries that are preferred for this role?

Yes, experience in health and higher education vertical markets is desirable.

What skills are essential for the Client Manager role?

Excellent communication and presentation skills, proven negotiation abilities, and a demonstrated ability to engage at the Senior Executive level are essential.

Is experience with Salesforce.com necessary?

While it is not essential, experience in managing opportunity pipelines and key activities via Salesforce.com is desirable.

What competencies are expected of a Client Manager?

The Client Manager should be a collaborative team player, possess excellent prioritization and organizational skills, and have a strong attention to detail.

How will the Client Manager generate new sales pursuits?

The Client Manager will generate new sales pursuits through direct engagements with clients and by creating new opportunities within their accounts.

Does the role require a specific educational background?

A relevant university degree or postgraduate degree, such as Business Management, is desirable for this position.

Consulting
Industry
1001-5000
Employees

Mission & Purpose

Xerox is a global leader in workplace solutions, providing digital print technology, document management, and IT services to businesses of all sizes. Their mission is to continually drive innovation, simplifying work processes, and improving productivity through advanced solutions like AI, robotics, and IoT. Xerox aims to empower organizations by transforming how they communicate, connect, and work, helping them achieve efficiency and success in the digital era.