Business Development Specialist - Xerox Managed Print Services

Company Name:
Job Description
Responsible for driving sales growth specifically for the Xerox printer product line within CDW's corporate and CDW-G account bases. Primarily working with the CDW sales team (including Account Managers, Account Executives and the CDW MPS team) as well as Xerox field sales representatives and the Xerox CDW sales support team, develop a pipeline and facilitate sales through the Xerox MPS offering as well as incentives to deliver the best solution for the customer. Maintain profitability when crafting solutions.
Key Areas of Responsibility
Develop and manage a territory sales strategy (geography and/or market segment) to meet or exceed sales revenue targets
Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools
Collaboratively work with Account Managers, Presales Account Executives, FSAs, MPS Specialists and the Xerox CDW sales support team across all geographies and key segments to identify and facilitate opportunities
Collaborate with MPS specialists and work with sales management to identify opportunities to deliver Xerox MPS training for the development of MPS sales skills for the general Account Manager audience
Present logical and well-organized arguments, data, and concrete business examples
Clearly explain relevant facts, effectively distinguish Xerox product and MPS solution offerings from competitors, offer product configuration / pricing / program assistance, and present a compelling case to the customer for purchase of Xerox print solutions
Attain quarterly and annual Xerox MPS contract and printer-related revenue goals
Conduct high level conversations and training presentations with sales teams
Consistently build and deliver on opportunity pipeline
Drive sales and profitability for the Xerox printer product line
Follow-up on and qualify leads
Generate new business opportunities to grow pipeline
Identify key decision makers and manage the sales process
Leverage pricing and incentive programs to facilitate business
Proactively call into targeted accounts; drive incremental sales from existing customers
Increase rapid acceptance of Xerox MPS and Xerox print solutions with sales teams and customers through:
Developing a thorough understanding of the portfolio
Defining and articulating a solution sales strategy across key segments
Minimum Qualifications
2 years' experience with strategic account planning and consultative sales
High School Diploma
Other Qualifications
Proven track record of organically growing white space
History of facilitating larger sales solutions over $25k in revenue
Proven Customer and C-level interaction skills required
Outstanding verbal, written, and presentation skills in executive and informal settings required
Must be knowledgeable or have some related experience in the MPS industry
Able to communicate technical concepts and business solutions
Demonstrated ability to understand and interact with senior level management levels.
Ability to craft comprehensive solutions and to articulate business benefits of those solutions
Experience in a collaborative environment
Motivated seller with strong problem solving skills
Able to work in a fast paced environment
Preferred Qualifications:
Industry standard Certifications and/or related product and solution knowledge
Successful completion of a recognized formal sales training program(s)
Knowledge of CDW business model
Knowledge of CDW ordering process
Knowledge of Xerox ordering process
Knowledge of Xerox printer portfolio
Knowledge of strategic use of Leasing for large purchases
CDW is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other protected characteristics.
Business Development Specialist - Xerox Managed Print Services
IL-Mettawa (Lake Forest)

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