Client Manger – Xerox IBS Northern Ireland 

This position is remote/ field based across Northern Ireland

• The role is selling the Xerox Workplace Solutions portfolio of Technology, Software and Services into the SMB sector across Northern Ireland.
• This will be a combination of managing and retaining existing Xerox clients plus securing a significant level of New Logo clients.
• The Client Manager will drive and grow revenue by providing high-value solution & service centric propositions for our SMB sector in Northern Ireland.
• They will be the major influencer of an existing or prospective clients document strategy. They are a thought leader, industry expert and sought out by the client for advice on business problems and opportunities.

Key Role Tasks and Activities:

• This role’s primary focus is to drive revenue through the Xerox Workplace Solutions portfolio.

 Engaging clients through thought leadership:

• Ability to create new opportunities within the SMB space.
• Proactively establish, develop and maintain business relationships with prospective customers.
• Ability to articulate a strategy that links into clients’ drivers in share of wallet within their sector and to drive effectiveness in their document processes.
• Generate innovative ideas, challenge current thinking and achieve buy in from the stakeholders.
• Seen as a thought leader and sought out by the client for advice on business problems and opportunities.
• Complete Account Business Plans for Medium to Large clients/prospects.

 Demand creation & capture:

• Generate new sales pursuits through direct engagements with the client.
• Develop strategy to execute pursuit.
• Develop competitive win strategy.
• Ensure appropriate engagement within client political/stakeholder map.
• Build, grow and maintain a strong business pipeline.
• Ensure a robust and accurate outlook always with remedial plans for any shortfall.
• Consistently deliver an on-Plan performance.
• Develop & present an individual plan on how to meet/exceed revenue objectives, this should be completed quarterly in advance of the next trading period.

Building relationships to maximize opportunities:

• Build trust, engage and develop senior client relationship.
• Can move through an organisation / industry and become a trusted advisor at all levels.
• Demonstrating and applying industry awareness within the Sector, while understanding specific industry sector departmental key drivers/document intensive business process plans.
• Understand market dynamics and influences within the sector.

Essential: 

• Significant demonstrable track record and results within an Information Technology Services organisation, directly selling to clients within the SMB / Corporate Sector – minimum 4 years.
• Relevant University degree or post graduate degree (e.g. Business Management).
• Successful proven track record of achieving and exceeding sales targets.
• Successful proven track record of negotiating and influencing.
• High level of organisational skills.

Desirable:

• Good knowledge and experience of the market place in which Xerox operates.
• Experience in managing opportunity pipeline and key activities via Salesforce.com.
• Successful proven track record in building an adequate opportunity pipeline and converting this to exceed sales targets within a defined new business role.
• Demonstrates ability to network with prospective clients via platforms such as LinkedIn.

Attributes:

• Superior verbal and written communication and presentation skills.
• Resilient under pressure and able to quickly adapt to unforeseen work demands.
• Reliability and personal integrity.
• Excellent interpersonal skills, at all levels.
• Excellent written and verbal communication skills.
• Can do attitude.
• Ability to work under pressure.
• Critical thinking.