Purpose
The XMCPS Consultant drives profitable growth by expanding Xerox services offerings within existing client accounts and supporting select new logo opportunities. This role sells complex, high-value services offerings through a consultative, long-cycle sales motion and builds trusted-advisor relationships with senior client stakeholders.
A key responsibility is helping clients determine the best print production model for their current and future needs, including onsite, hybrid, and offsite approaches. The role partners with Client Managers, Sales, and solution experts to shape account strategy, develop business cases, and recommend services offerings that align with client objectives, operating requirements, and future-state plans.
Key Responsibilities
- Drive new business development within existing Xerox accounts and support select new logo opportunities as required
- Identify and develop whitespace, cross-sell, and upsell opportunities across XMCPS services offerings
- Partner with Client Managers and the broader sales organization on account planning, opportunity qualification, and growth strategy
- Serve as a subject matter expert on services offerings and help define scope and statements of work
- Advise clients on the most appropriate print production model for current and future needs, including onsite, hybrid, and offsite options
- Assess client business requirements, operating models, service levels, and growth objectives to recommend appropriate solutions
- Develop business rationale and risk assessments to support account investment decisions
- Support RFP responses, business case development, risk profiles, and solution documentation
- Participate in technical and commercial negotiations in partnership with solution architects and other internal stakeholders
- Build trusted-advisor relationships with client decision-makers and influence adoption of Xerox services offerings
- Anticipate customer needs, identify alternatives, and help resolve issues that could slow opportunity progression
- Represent Xerox professionally in client presentations, executive discussions, and strategic planning sessions
Qualifications
- Bachelor’s degree preferred, or equivalent combination of education and relevant experience
- Proven experience selling complex services offerings in a consultative, solution-oriented environment
- Strong executive presence and ability to build senior-level client relationships
- Experience supporting long-cycle sales opportunities, business case development, and deal shaping
- Strong commercial judgment and ability to translate client needs into practical, scalable services solutions
- Ability to work independently while collaborating effectively across sales, delivery, and solution teams
- Strong analytical, problem-solving, and communication skills
- Knowledge of print sales, production print environments, and marketing and/or agency workflows preferred
- Fluency in Canadian French preferred
Core Competencies
- Account expansion and growth strategy
- Executive relationship management
- Solution shaping and opportunity qualification
- Business case development
- Cross-functional collaboration
- Client-centric problem solving
Performance Measures
- New and additional profitable revenue growth
- Increased penetration and adoption of XMCPS services offerings
- Customer retention and renewal influence
- Strategic opportunity creation and conversion
- Contribution to new logo pipeline and wins, where assigned
