Sr. Federal Client Manager

General Information

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City

Austin

State/Province

Texas

Country

United States

Department

STRATEGIC OR LARGE ACCOUNT MANAGEMENT

Date

Thursday, March 20, 2025

Working time

Full-time

Ref#

20035367

Job Level

Specialist

Job Type

Experienced

Job Field

STRATEGIC OR LARGE ACCOUNT MANAGEMENT

Seniority Level

Mid-Senior Level

Currency

USD - United States - US

Annual Base Salary Minimum

99,360

Annual Base Salary Maximum

198,720

The salary range above represents the low and high end in the local currency of Xerox's salary range for this position and is reflected in an annualized amount. Actual salaries will vary based on factors including, but not limited to, geographic location, market competition, and/or the successful applicant's education, experience, knowledge, skills, and abilities. The range listed is just one component of Xerox's total compensation package for employees. Employees are also afforded a comprehensive suite of benefits, to view those details please visit Xerox Careers for your applicable country. If you are not reviewing this job posting on Xerox Careers, we cannot guarantee the validity of this posting. For a list of our current internal postings, please visit Xerox Careers.

Sales: Your actual On Target Earnings (OTE), which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location.

Description & Requirements

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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 www.xerox.com and explore our commitment to diversity and inclusion.

Purpose:

• Builds and maintains effective relationships with a defined customer base to ensure a high level of satisfaction and increase revenues. Identifies, develops and typically closes new sales opportunities. Serves as the primary interface for all products and services and creates demand for the organization's products and services by raising their profile with customers.

Key Performance Indicators:

• Maintain Pipeline /Forecast Accuracy

• Profitable Revenue Growth

• Increased penetration/wallet share/Signings

• Retention

Scope:

Specific:

• Total Revenue & Signing >$10M TCLR- services, technology and equipment

• National/Multi-Country Accounts

• # of Accounts: 1-5 (user and non-user)

General:

• Recognized as an expert in own function

• Interprets internal or external business issues and recommends solutions/best practices

• Decisions are guided by resource availability and functional objectives

• Primarily domestic scope/accountability; may include some international scope/accountability

• Progression to this level is typically restricted on the basis of business requirement

Primary Responsibilities:

• 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 development of proposal/RFP in partnership with Bid Center

• Partner with delivery to support QBR process to continuously leverage new service offers, retain client accounts and grow profitable revenue

Sales:

• 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

Freedom to Act:

• 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

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