Xerox Digital Solutions Business Development Principal in Quebec, Canada
LOCATION: Montreal, Quebec
The Digital Solutions Business Development Principal is a strategic sales role and is a critical driver of business growth and success at Xerox, with a mandate to lead complex, large-scale business development initiatives for the large enterprise market segment. The role has responsibility for selling Digital Solutions under the Managed Document Services offering portfolio with a focus on new business development as well as prospecting to uncover new opportunities in assigned accounts, by leveraging Xerox resources, technology, products and business process expertise to meet customer business requirements.
While Xerox has historically built its reputation and brand on its print centric products, over the last several years the company has successfully transitioned to provide solutions and services that enable clients to move up the Digital Transformation journey. The Digital Solutions portfolio constitutes of enterprise software and transaction processing services that fall into categories such as digitization services, enterprise content services, business process management, robotics process automation and mobile applications.
The DS-BDE is an experienced sales hunter and seasoned business developer, who is responsible to penetrating assigned large enterprise accounts to develop new business opportunities engaging with line of business and shared service executives. The role will have responsibility for developing and leading large process transformation opportunities including setting deal strategy and establishing win themes to drive a positive outcome of a contract signature. The incumbent will be responsible for leading the sales cycle working collaboratively with account managers and coordinating resources (i.e. consulting, solution architecture and delivery) to ensure current state views, business cases and proposals deliver a compelling value proposition for clients to move forward with Xerox. The incumbent will benefit from Xerox’ community of practice, extensive support resources, and professional development. Xerox offers a very compelling mandate, competitive compensation, and excellent career growth opportunities.
Establish an effective business relationship with senior executives and key decision-makers.
Identifying business development leads and building relationships with potential client companies' executive teams.
Prospecting and qualifying opportunities and setting deal strategy and establishing win themes
Communication of Xerox’s Digital Transformation value proposition within the Digital Solutions portfolio to key executive level contacts and decision-makers.
Develop a detailed understanding of customers’ strategic business objectives.
Develop a detailed understanding of customers’ internal functional operations, identifying areas of operational productivity.
Leveraging of Xerox resources, technology, products and business processes to meet customers’ operational productivity requirements.
Development of business cases to facilitate the sales of Digital Solutions
Engagement and coordination of cross-functional teams (including Sales, consulting, architecture, pricing and contracts and Operations) to ensure faultless implementation of solutions.
Attainment of individual objectives and business results
University degree or equivalent education.
8 years plus sales and business development experience with a focus on enterprise level clients.
3 years’ experience selling enterprise content management and business process management software and related services will be an asset
Proven track records generating new business opportunities in large enterprise accounts
Strong focus and experience in developing transformational opportunities through executive calling and selling
Specific industry vertical focus or sales experience would be an asset.
Consistent performance at or above sales targets.
Proven success in generating new client relationships and sales leads.
Demonstrated success consulting to Senior Leadership Team members within prospective client companies.
Demonstrated success selling solutions using consultative selling and business case methodologies.
Demonstrated engagement and leveraging and or leading a team of cross functional resources aligned to the opportunity
Proven strategic planning, organizing and communications skills.
Demonstrated superior business acumen to achieve profitable long term client engagements.
Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.
Title: Digital Solutions Business Development Principal
Requisition ID: 19000728