Enterprise Account Executive Job at Xerox in West Indianapolis

As an Enterprise Account Executive at Xerox, you will be responsible for initiating and managing relationships with law firms across the country. Your key duties will include conducting discovery sessions, crafting customized proposals, and negotiating contracts that drive significant business results. You will also collaborate with internal teams to ensure a seamless transition post-sale and maintain accurate records in Salesforce.

To qualify for the Enterprise Account Executive position at Xerox, you should have at least 3 years of experience in a consultative sales role, preferably in an enterprise B2B environment. Previous experience managing high-value contracts and effective negotiation skills are essential. Familiarity with tools like Salesforce and a genuine motivation to help clients achieve their goals will further strengthen your application.

The sales process for an Enterprise Account Executive at Xerox typically includes proactive outreach to leads, conducting discovery sessions to understand client needs, creating customized proposals, and navigating negotiations to secure contracts. You will primarily focus on long-term relationship building and ensuring client satisfaction throughout the onboarding process and beyond.

At Xerox, there are ample opportunities for career advancement for Enterprise Account Executives. Performance-based promotions and the ability to lead larger accounts or manage teams are common paths. The supportive environment encourages skill development through training and mentorship, paving the way for a fulfilling career in sales.

An Enterprise Account Executive at Xerox will enjoy a competitive benefits package, including health, vision, and dental insurance, paid time off, parental leave, and a profit-sharing program. Additionally, the company covers 100% of relocation expenses, recognizing the importance of work-life balance and employee satisfaction.

When building relationships with potential clients, I focus on understanding their unique challenges and goals. I initiate contact through various outreach methods, ensure consistent follow-ups, and engage in consultative conversations to foster trust and align solutions with their needs.

I have managed multi-year contracts worth over $100k in annual recurring revenue. My approach includes thorough preparation for negotiations, leveraging data to present compelling proposals and maintaining clear communication to address any concerns from the client side.

In my previous role, I closed a significant deal with a law firm that took six months to finalize. By conducting in-depth discovery sessions and presenting tailored solutions that addressed their pain points, I was able to secure a $150k annual contract through persistent follow-up and negotiations.

I extensively use Salesforce to manage my sales pipeline, track client interactions, and analyze performance metrics. I also utilize HubSpot and SalesLoft for outreach and engagement, ensuring I stay organized and on top of my follow-ups.

I stay motivated by setting personal milestones and focusing on the long-term impact of my work. I thrive on achieving targets and the satisfaction of helping clients improve their operations, which fuels my commitment to succeed in my role.

My strategy for discovery sessions involves creating an open and comfortable environment where clients can candidly share their challenges. I ask targeted questions to uncover their specific needs, ensuring I listen actively to tailor solutions that align with their business objectives.

When faced with objections, I take the time to understand the client's concerns fully. I respond with empathy, providing clear information and solutions that address their objections, thus turning challenges into opportunities for discussion.

In a prior role, I collaborated with marketing and customer support teams to launch a campaign targeting law firms. By aligning our efforts and sharing insights, we were able to drive lead generation and close several significant contracts as a result.

Research plays a crucial role in my sales process. Before reaching out to potential clients, I thoroughly investigate their market position, challenges, and competitors to tailor my approach and present informed solutions that directly address their needs.

I measure success through a combination of metrics including sales volume, client satisfaction, and retention rates. Achieving my sales targets is important, but I also value the long-term relationships and trust I build with my clients.