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Xerox Intelligent Workplace Services (IWS) Sales Consultant - Enterprise Accounts in Montana

Intelligent Workplace Services (IWS) Sales Consultant - Enterprise Accounts

General information

City: Birmingham, Manchester, Jackson, Phoenix, Little Rock, Los Angeles, Denver, Hartford, Newark, Wilmington, Washington, Orlando, Boise, Chicago, Indianapolis, Burlington, Des Moines, Manhattan, Wichita, Louisville, New Orleans, Portland, Baltimore, Boston, Detroit, Minneapolis, Philadelphia, St. Louis, Bozeman, Omaha, Las Vegas, Albuquerque, Charlotte, Grand Forks, Cleveland, Oklahoma City, Warwick, Charleston, Sioux Falls, Nashville, Dallas, Salt Lake City, Seattle, Milwaukee, Laramie, Dulles

State/Province: Alabama, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, Wyoming

Country: United States

Department: Sales

Date: Thursday, September 30, 2021

Working time: Full-time

Ref#: 20013665

Job Level: Specialist

Job Type: Experienced

Job Field: Sales

Seniority Level: Mid-Senior Level

Description & Requirements

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 and explore our commitment to diversity and inclusion. (

One of Xerox’s most dominant services offerings is Intelligent Workplace Services (IWS), which is the combination of hardware, software, and professional and managed services to support the management of printed and electronic documents in the office environment. The IWS Sales Consultant - Enterprise Accounts is tasked with supporting presales and post-sales activities associated with this offering.

This role includes:

Sells complex, high value solutions and/or services. Plans, facilitates and/or conducts complex new business negotiations, typically over a long sales cycle. Plans and executes effective relationship strategies for one strategic or several large, complex opportunities with a limited number of key / strategic customers and typically maintains relationships with customers on a senior management or executive level. Includes large deal acquisition sales for consulting and professional services, outsourcing services for example.

Key Performance Indicators:

  • New and Additional Profitable Revenue Growth

  • Increased penetration / Signings for offering space

  • Customer Retention


While this position is virtual / remote, the territory will largely fall in the Central United States (US).


  • Revenue Target for full IWS Offering

  • Aligned with Client Managers for defined set of accounts/pursuits

  • Specialization by Industry where possible; experience in working in the State, Local, and Education marketplace would be ideal.


  • 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

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

Primary Responsibilities:

Thought Leadership

  • Acts as thought leader and influencer of client business process strategy.

  • Participates sales cycle and win strategy to assess client industry / needs and information technology (IT) environment related to key drivers for IWS productivity and recommends offering/business case

  • Delivers specialized knowledge to client and throughout the sales cycle to target business needs and differentiate Xerox IWS Offering from competition

  • Works with Client Manager to define, design, and execute outsourcing requirements

  • Participates in longer-cycle and technical aspects of negotiations, partnering with solution architects

  • Provide the business rationale and risk assessment to management for making investments in the account to develop business.

  • Become the “trusted adviser” on services and solutions that address the client’s business challenges.

  • Participate with the appropriate sales organization in account planning.

  • Provide support and input in request for proposal (RFP) responses, business case analysis, risk profiles and statements of work


  • Responsible for Enterprise Accounts: 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

The Company requires COVID-19 vaccination. Please direct requests for COVID-19 vaccination accommodation to Reasonable accommodations will be provided where required by law.

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 or expression, 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. Learn more at and explore ourcommitment to diversity and inclusion! ( 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 Be sure to include your name, the job you are interested in, and the accommodation you are seeking. © 2020 Xerox Corporation. All rights reserved. Xerox® and Xerox and Design® are trademarks of Xerox Corporation in the United States and/or other countries.