Sr. Production Sales Specialist, Direct Sales

Xerox•Little Rock, AR

3d•$90,120 - $180,240

About The Position

The Sr. Production Sales Specialist generates sales to meet individual and team quotas and company business objectives. The role may manage existing accounts as part of a larger account team or manage named accounts within a geography for a particular product or product set. A portion of earnings is normally paid against quota through an incentive or commission scheme. The specialist partners with Client Managers and the sales organization to develop services opportunities, create detailed statements of work, provide business rationale and risk assessments for account investments, and serve as a trusted adviser on solutions to clients’ business challenges. The role supports account planning, RFP responses, business cases, risk profiles, and negotiations, including longer-cycle and technical discussions with solution architects. The position focuses on complex products and services, developing new accounts, and expanding existing accounts. It may cover large, complex, high-visibility, strategic, or tactically important accounts and a higher-than-average quota or territory. The specialist may lead customer presentations, negotiate product and service terms, influence customers, anticipate their needs, and identify appropriate alternatives. Work is generally independent, with guidance in the most complex situations.

Requirements

At least 5 years of sales experience in digital production printing equipment, including high-end hardware, software, and finishing solutions.
Proven success in consultative selling, business development, and closing complex, high-value sales opportunities.
Experience in an overlay sales role, partnering with Account Managers to identify opportunities and drive revenue growth.
Strong executive presence and ability to deliver compelling C-level presentations and communicate product value propositions.
Proficiency in PowerPoint, Salesforce CRM, and sales analytics tools.
Demonstrated ability to motivate and influence sales teams, lead sales initiatives, and drive collaboration.
Entrepreneurial, self-motivated professional with a strong hunter mentality and ability to work autonomously.

Responsibilities

Generate sales to meet individual and team quotas and company business objectives.
Work with Client Managers to provide subject matter expertise on services offerings and develop detailed statements of work.
Provide management with business rationale and risk assessments for investments intended to develop account business.
Serve as a trusted adviser, recommending services and solutions that address clients’ business challenges.
Participate in account planning with the appropriate sales organization.
Support and provide input for RFP responses, business case analysis, risk profiles, and statements of work.
Participate in longer-cycle and technical negotiations in partnership with solution architects.
Sell complex products and services, develop new accounts, and expand existing accounts.
Present products and services to existing or prospective customers, potentially acting as team lead.
Influence customers, diffuse potential problems, anticipate customer needs, and identify appropriate alternatives.
Motivate and influence sales teams, lead sales initiatives, and drive collaboration.