AutoReqId 6347BR
Common Job Title Business Development Executive (BDE)
Primary Work Location MA, Boston
Employee Classification: Regular Full-Time
Job Description
AtXerox, where business runs on fresh ideas, staying on the crest of digital technology demands originality, creativity, and ingenuity. That's why Xerox recruits exceptional people, whose professional and technical finesse are fueled by imagination. We've created a workplace where inventiveness flourishes, where employees are encouraged to express their vision, their ideas, and their leadership.
Senior Client Relationship Management
The Business Development Executive develops professional relationships with key C-level client executives and is tasked with identifying opportunities to create client value using Xerox products and services. They work with clients to develop solutions that either solve a business problem or generate new revenue opportunities. After the consultative sale, the Business Development Executive manages the ongoing client relationship during the engagement to ensure client satisfaction, and leverages current engagements into long-term relationships with senior executives.
Industry & Business Process Expertise
A Business Development Executive provides thought leadership on the impact of industry or technology trends to a clients business. Because they possess a deep understanding of industry dynamics as well as Xerox capabilities, the Business Development Executive can easily articulate alternative solutions to solve document-intensive business problems. The Business Development Executive also applies insights from other industries to address specific client issues.
Solutions Design & Development
Building on the portfolio of service offerings and capabilities, the Business Development Executive develops a client-specific solution to improve the document-intensive business process. The Business Development Executive collaborates with the development organization as needed to bring in technical expertise to the solution design. Once the client agrees to the solution and associated pricing, the Business Development Executive oversees the deployment of the solution.
Position Summary:
As a senior member of the sales team, the key purpose of the Business Development Executive (BDE) role is to drive new business services revenue through penetrating the largest customer business unit (CBU) led non-services enterprises. This will be accomplished by demonstrating Xerox services and solutions value to the customer in an effort to solve their business problems.
The Business Development Executive will fulfill the role of account strategist with responsibility for identifying, qualifying, and closing line of business opportunities. Developing executive/C-level relationships is a critical component to the role.

Responsibilities:


* Services focused account approach within a limited number of assigned accounts per territory.
* Dedicated to the pursuit of new business opportunities specifically within the services space.
* Focus on the top 50-100 non-user enterprises within the CBU.
* Nurture and close new opportunities that result in substantial incremental bookings and margins.
* Identify, pursue, and close business opportunities that leverage the companys global successes and maximize cross-selling opportunities.
* Become the trusted advisor on solutions that address the clients business challenges.
* Participate with the sales organization in account planning.
* Provide the business rationale and risk assessment to management for making investments in the account to develop business.
* Align with the sales team to develop deep client relationships.
* Take ownership for team development by coaching and mentoring others.
* Build supportive, flexible teams and manage productivity.
Requirements:
The successful candidate will be an experienced leader who has worked in a traditional professional services organization, and has been successful in a product firm transitioning to a services-led model. Specifically, successful candidates will have demonstrated/achieved the following:
* BS/BA degree required; MBA/MS/MA preferred.
* Minimum of five years solution / services sales and/or consulting experience.
* Ability to manage P&L projects and/or business practice.
* Developed and executed business strategies to substantially increase revenues/bookings.
* Played a lead role in the business development cycle by crafting strong solutions, demonstrated consultative selling and closing skills.
* Established a proven track record of achieving revenue/booking targets.
* Shown distinctive competence in managing the complete lifecycle of the complex sale.
* Developed strong C-level client relationships.
* Strong track record of demonstrated success and quota achievement.
* Experience developing business plans and understanding of vertical market industry solutions.
* Demonstrates the following leadership qualities:
*

* Business maturity and consultative skills (problem-solving, negotiation, assessment, speaking/presentations, technical writing, listening, facilitation, project management, ability to influence, and management of billable work).
* Consultative approached to selling.
* Customer focused.
* Strong teamwork skills.
* Ability to effectively leverage resources.
* Personal drive and commitment to the XGS business model; overall drive for positive business results.
Drawing on diversity of a global workforce and offering an equal opportunity to achieve success.
EOE M/F/D/V.