Sr. Production Sales Specialist

Xerox•Cincinnati, OH

2d•$89,640 - $179,280•Onsite

About The Position

Responsible for generating sales to meet individual/team quotas and company business objectives. May manage existing accounts as part of a larger account team or could manage named accounts within a geography for a particular product or product set. A portion of incumbent earnings normally paid on quota via an incentive/commission scheme. Key Performance Indicators: Sell high-end production printing solutions and workflow software New and Additional Profitable Revenue Growth Increased penetration/Signings for offering space Customer Retention Scope: Recognized as an expert in production equipment and graphic communications sales Interprets internal or external business issues and recommends solutions/best practices Decisions are guided by resource availability and functional objectives primarily domestic scope/accountability; may include some international scope/accountability Primary Responsibilities: Works with Client Manager to provides subject matter expertise on the production solution 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 “trusted adviser” on services and solutions that address the client’s business challenges. Participate with the appropriate sales organization in account planning. Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects Sales: Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher-than-average quota/territory Sells complex production products and services, develop new accounts and expand existing accounts Has extremely high 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 Problem Complexity: Solves a diverse array of complex problems; takes a broad perspective to identify solutions Uses judgment within broadly defined policies and practices Analysis of a variety of factors, including an understanding of current business trends required Follows processes and operational policies in selecting methods and techniques for obtaining solutions Requires in-depth knowledge of organization objectives Freedom to Act: Works independently, with guidance in only the most complex situations Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results Exerts significant latitude in determining objectives

Requirements

Expertise in production equipment and graphic communications sales.
Ability to interpret internal or external business issues and recommend solutions/best practices.
In-depth knowledge of organization objectives.
Skills, qualifications, experience, and work location will determine actual On Target Earnings (OTE).

Nice To Haves

Manage existing accounts as part of a larger account team.
Manage named accounts within a geography for a particular product or product set.
International scope/accountability.

Responsibilities

Generate sales to meet individual/team quotas and company business objectives.
Manage existing accounts as part of a larger account team or manage named accounts within a geography for a particular product or product set.
Sell high-end production printing solutions and workflow software.
Achieve new and additional profitable revenue growth.
Increase penetration/Signings for offering space.
Ensure customer retention.
Provide subject matter expertise on production solution offerings, leading to a detailed statement of work.
Provide business rationale and risk assessment to management for investments in accounts.
Act as a trusted advisor on services and solutions that address client business challenges.
Participate in account planning with the appropriate sales organization.
Participate in longer-cycle and technical aspects of negotiations, partnering with solution architects.
Manage larger, complex, high visibility, strategic, or tactically important, international accounts with a higher-than-average quota/territory.
Sell complex production products and services.
Develop new accounts and expand existing accounts.
Set and negotiate product/service terms.
Act as a lead in a team when presenting products/services to existing or prospective customers.
Influence customers and diffuse potential problems.
Anticipate customer needs and identify appropriate alternatives.
Solve a diverse array of complex problems, taking a broad perspective to identify solutions.
Use judgment within broadly defined policies and practices.
Analyze a variety of factors, including current business trends.
Follow processes and operational policies in selecting methods and techniques for obtaining solutions.
Work independently, with guidance only in the most complex situations.
Exercise judgment in selecting methods, techniques, and evaluation criteria for obtaining results.
Determine objectives with significant latitude.