AutoReqId 5533BR
Common Job Title Account Client Principal - Verizon Acct
Primary Work Location NJ, Morris Plains
Employee Classification: Regular Full-Time


Job Description:

TheXerox Global Services(XGS) Account Client Principal plays a leadership role in driving large-scale service revenue in the nation's largest enterprises.
A Xerox Global Services Client Principal possesses a blend of the following critical skills, knowledge and expertise: strong business development experience, senior client relationship management; industry knowledge, business process expertise; solutions design and development; project leadership


Position Summary:

The XGS Client Principal is a seasoned consulting professional, who has demonstrated the ability to develop high level client relationships, partnerships and multi-million dollar consulting success within targeted national / global clients. And, in pursuit of identifying, developing and closing large XGS services opportunities.
The XGS Client Principal is a multi-functional services executive who can focus across all divisions, meeting and setting objectives at the executive level for rollout of XGS services across functions on a national and global basis. The Client Principal has the ability to communicate and differentiate the XGS value propositions at divisional and corporate levels and manage the sales process for the portfolio of XGS opportunities.
The XGS Client Principal has responsibility for overall strategic services growth and is empowered to drive that business through a complementary relationship management process.


Responsibilities:

The Client Principal's specific responsibilities include:

Identifying, pursuing and closing large-scale new services business opportunities within targeted enterprises.

Leading the effort to develop account services strategy and plan.

Developing a network of appropriate executive relationships within the client account.

Becoming the “trusted advisor” on XGS issues and an advocate for both the client and XGS.

Driving significant revenue and related profit growth within the account, its subsidiaries and close partners, as well as improving overall Return by account to XGS.

Participating with the industry sales organization in account planning and joint discovery of client needs.

Providing the business rationale and risk assessment for making investments in the account and identifying appropriate outside alliances.

Building supportive, flexible teams while leveraging existing resources whenever possible.

Selling by multi-functional teams and complex sales structure
Qualifications:

More than 20+ years working in information technology consulting, with significant experience in client engagement activities.

Demonstrated the ability to develop value-based relationships within clients and leveraging them into multi-million dollar account relationships

Led many business development cycles by crafting service based solutions, demonstrating consultative selling and demonstrating closing skills

Established a track record of achieving revenue and booking targets

Shown superior engagement skill in managing the lifecycle of the complex sale

Demonstrated ability to recruit, train, motivate and manage a pursuit team, as well as mentor and coach individuals

Co-develop relationship expectations with key client executives
Specifically, successful candidates will have demonstrated the following:

The ability to build and then manage and leverage resources throughout the organization to build a book of business with a major client that exceeds $30m per year.

They have developed and can validate long-term relationships with executives in targeted accounts. A key element in demonstrating this are their existing relationships and past history of success with targeted clients.

The ability to understand and affect profit for the client and for XGS.

A willingness and expertise to plan, benchmark and strategize optimized client approach plans, plan the work and work the plan.

The ability to leverage a series of Partners, internal and external, to grow multiple lines of business within a client account.
Specific Knowledge/Skills/Personal Attributes

A significant level of industry knowledge and end-to-end business process expertise

Sufficient technical acumen to lead consulting solutions design and sales

Ability to rigorously manage the financial aspects of projects and/or consulting practices

Ability to leverage service portfolios and identify innovative new offerings to assist in growing revenues:

Strong leadership skills and commitment to developing practice and delivery personnel through training, motivating, coaching and mentoring

Proven dedication to the highest levels of customer satisfaction in engagements and contractual commitments

Team-oriented style and manner to support collaboration and effectively work in a matrixed organization

Ability to position effectively the company's value propositions

Superior client interaction skills at an executive level

Possesses (or currently working toward) Lean Six Sigma Green Belt certification


Requirements:

Consulting background. To include managed services or professional consulting.

Familiarity/knowledge of the document management space.

Experience calling on senior level executives.

Ability to bring an intangible to life.

Proven track record of leading on strategy and execution around business development.
Preferred, and not absolute:

Familiarity/knowledge of financial services industry.

Resides in New York tri state area.

Xerox background.
Opportunities:

In final stages of implementation of a Global Document Portal for personalized 1:1 communication. Critical platform to expand that gives Citi a competitive advantage.

Completing a joint response w/ Dell for the XOS business in Global Consumer Group NA. Global expansion is overall strategy.

At forefront of gaining traction and spreading the work into the LOB at Citi w/ the message of Xerox as services provider. Many doors open and ready for follow up.

Alliances represent a large opportunity heading into 2008. To be open minded, to explore, to craft.
Drawing on diversity of a global workforce and offering an equal opportunity to achieve success. EOE M/F/D/V.