Now Hiring - Xerox Corporation - Information Technology Business Development Manager in Birmingham, AL

About Xerox Holdings Corporation
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 [please apply online]

• Customer Acquisition
• Revenue & Profit Attainment
• Increased Penetration and Share of Wallet
• Maintain Pipeline and Forecast Accuracy

• Total Revenue & Signing >$10M TCLR- services, technology and equipment
• National/Multi-Country Accounts
• # of Accounts: 20+ (non-user)

• Lead Account Business Planning (ABP) to plan, forecast and secure results, including aligned delivery
• Lead development of business case strategy for client
• Use industry sector experience and client knowledge to assess client unique industry, business and IT environment needs to match Xerox Offerings.
• Builds, maintains/grows client key stakeholder relationships -CIO and Functional VPs, to offer/execute insights and value delivered by service offerings
• Generate consistent pipeline for business performance
• Up sell/cross-sell opportunities
• Define and meet Win Strategy Criteria, using sales specialists, solution architects and other SME roles to craft specific offering and technical requirements for SOW
• Lead proposal/RFP development in partnership with Bid Support Resources
• Partner with delivery/operations resources to support QBR process to continuously leverage new service offers, retain client accounts and grow profitable revenue

• Responsible for larger, complex, high visibility, strategic, or tactically important, international accounts and a higher than average quota/territory
• Sells complex products and/or 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

• 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

• 7-10 years in Outside sales focused on Non-Users
• Bachelors Degree preferred
• Ability to travel up to 25%