Client Manager, Large Enterprise

Key Roles and 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. Key Role Tasks and Activities: This role’s primary focus is to drive revenue through the Xerox Global Document Services portfolio in New and Existing Clients.

1. Creates new opportunities within their accounts
2. Grows and develops existing accounts
3. Understands the role Digital Transformation plays in an organisation and how the Xerox Digital Services Portfolio supports this
4. Builds trust, engages, and develops senior client relationships, particularly C and D level, with New and Existing Clients
5. Articulates the Xerox strategy that links into clients’ drivers in share of wallet within their sector
6. Generates innovative ideas, challenges current thinking, and achieves buy-in from the stakeholders
7. Thought leader and sought out by the client for advice on business problems and opportunities
8. Generates new sales pursuits through direct engagements with the client
9. Understands market dynamics and influences within the sector
10. Plans and manages an existing account base to enable growth
11. Develops and executes strategy to increase market share
12. Builds, grows, and maintains a strong business pipeline
13. Consistently delivers an on-Plan performance
14. Demonstrates and applies industry awareness within the sector

1. Strong track record and results within an Information Technology Services organisation, with experience of selling services – minimum 5 years.
2. Demonstrated ability to consistently exceed individual quarterly and annual quotas
3. Proven success selling solutions and services that align with a client’s strategic priorities
4. Significant experience in proactively engaging at Senior Executive Level within Clients organisation
5. Demonstrated ability to grow existing Client accounts through new services and solutions
6. Excellent communication and presentation skills
7. Proven negotiator

1. Good knowledge and experience of the marketplace in which Xerox operates.
2. Relevant University degree or post graduate degree (e.g., Business Management).
3. Experience and track record of working in Health and Higher Education vertical markets
4. Experience in managing opportunity pipeline and key activities via Salesforce.com.
5. Demonstrates ability to network with prospective clients via multi-channel platforms

1. Collaborative team player who is willing to tackle the unexpected, embrace change and work cooperatively in diverse group situations.
2. 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.
3. Exceptional attention to detail with ability to work under pressure in a fast-paced environment, executing multiple projects while meeting strict deadlines.