Job description
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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.
Responsibilities:
- Targeting, qualification, and interest building through outbound prospecting via various sources (phone, email, social (LinkedIn), and other methods as needed) and setting up sales-ready appointments.
- Work with Inside Sales Management to help drive and strategize outbound campaigns.
- Ensuring that best practices are followed in using sales automation tools and CRM in capturing lead progression for reporting & appropriate tagging as leads traverse through the funnel.
- Ensuring an appropriate level of outbound calling / digital follow ups is held to cultivate qualified leads & turn them into Sales pipeline.
- Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained.
- Utilize CRM to track activities, update customer data and opportunities.
- Conduct discovery calls to identify customer needs and solutions.
- Participate in team meetings to share best practices and customer feedback.
- Research company and contact information online and via appropriate tools.
- Developing new business relationships through to qualified sales cycle.
- Understand the key drivers for the marketplace and be able to quickly and effectively establish sales credibility with professionals within the sector.
- Understand the core processes underpinning the customer’s business and be able to probe effectively for areas of current dissatisfaction and potential opportunity areas.
- Understand the key competitive features of the Xerox offering, and advantages, and be able to articulate differentiators and justify why the customer should be considering a Xerox solution.
- A collaborative relationship with the Account Executives to enable effective hand-over of qualified leads.
Required Skills:
- Bachelor’s Degree or equivalent experience
- Self-starter and ability to work on own.
- Emotionally robust, enthusiastic, and positive.
- Tenacious, disciplined, and able to follow through with actions over a period of time.
- Building helpful, positive relationships with customer.
- Clarity and confidence in verbal communication.
- Effective listening, and written business communication skills.
- Commercially aware.
- Strong computer proficiency.
Desired Skills:
- One (1) or more years of experience specifically Business Development experience in an outbound environment.
- Experience in selling enterprise-class solutions.
- Experience selling SaaS solutions, CRM platforms, or software platform solutions.
- A demonstrable track record of success within telesales, lead follow-up, cold calling or new business sales capacity.
- A thorough understanding of the sales process and the ability to navigate and progress short but complex sales cycles.
- Salesforce experience a plus.
- Presentation skills via web-based tools will be a distinct advantage.
- Demonstrated success in exceeding sales goals and expectations.
- Hunter mentality with desire to find own leads.
- Strong negotiating skills and closing techniques.
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