This role supports domestic, multi-country, and global engagements and leads the creation, review, and negotiation of Statements of Work for both new and existing customers.
What You’ll Do
Client Engagement and Advisory
Serve as a primary liaison among clients, Go-to-Market teams, Service Delivery, Operations, and other stakeholders throughout the solution-development lifecycle.
Partner with sales teams to prospect, qualify, and develop new business and renewal opportunities.
Participate in account planning, strategic business reviews, and Go/No-Go decisions.
Build trusted relationships with key client contacts and serve as a subject matter expert on business and technical matters.
Communicate Xerox capabilities and differentiators while identifying solutions that improve client performance and deliver measurable value.
Present proposed solutions, recommendations, and supporting business cases to clients and senior stakeholders.
Identify opportunities for account growth, fleet optimization, service improvements, and increased profitability.
Client Assessment and Requirements Analysis
Conduct current-state assessments and define future-state requirements for client environments.
Evaluate hardware fleets, document workflows, business processes, and related operational requirements.
Lead discovery sessions and client interviews to identify business needs, challenges, and desired outcomes.
Coordinate onsite, remote, and data-based assessments.
Develop current- and future-state maps covering device optimization, workflows, services, and implementation strategies.
Create Smart Refresh and renewal scenarios using existing fleet data to improve customer outcomes and profitability.
Document solution requirements, assumptions, risks, dependencies, and success criteria.
Solution Design and Costing
Design end-to-end MPS solutions incorporating hardware, software, technical services, and operational support.
Develop optimized hardware fleet designs and alternative solution scenarios.
Create software and service design concepts aligned with client needs and Xerox standards.
Validate client requirements against existing Xerox capabilities and evaluate the feasibility and commercial value of nonstandard requests.
Coordinate with country teams to confirm local service, support, regulatory, and operational capabilities.
Engage technical experts and cross-functional stakeholders to develop complex or specialized solutions.
Manage software quotations, solution costs, cost models, and pricing structures.
Conduct operational and financial risk assessments and provide accurate inputs for business-case development.
Recommend pricing strategies in partnership with the Client Focus Team and participate in business-case reviews.
Develop high-level project plans, transition strategies, RACI documents, and communication and escalation plans.
Adapt solution approaches to meet diverse regulatory, cultural, and operational requirements across multiple geographies.
Contract Development and Negotiation
Create Statements of Work for MPS services and software solutions.
Collaborate with sales, legal, technical, operational, and subject matter expert teams to secure final approvals.
Lead the review and negotiation of Statements of Work, ensuring contractual language accurately reflects the proposed solution.
Evaluate operational risks and assess changes that may affect the approved business case.
Ensure proposed solutions and contractual commitments comply with applicable global and local legal requirements.
Obtain guidance and approval from Xerox Legal when required.
Project Readiness and Handoff
Manage the solution-design workstream, including timelines, deliverables, approvals, and stakeholder communication.
Develop high-level project plans for software, services, and client-transition activities.
Lead internal launch and readiness meetings.
Facilitate operational reviews, sign-offs, and approval processes.
Prepare and lead formal handoff meetings with Project Implementation teams.
Support an effective transition from presales solution design to implementation and service delivery.
Conduct post-engagement reviews and document lessons learned, best practices, and reusable knowledge.
Who You Are
Bachelor’s degree in business, engineering, or a related discipline, or an equivalent combination of education and professional experience.
Seven or more years of experience in solution consulting, presales, business consulting, service delivery management, or a related field.
Experience developing complex client solutions and working directly with senior client stakeholders.
Strong knowledge of solution design, proposal development, cost modeling, pricing, and business-case preparation.
Experience drafting and negotiating contracts and Statements of Work.
Demonstrated ability to identify, quantify, communicate, and mitigate operational and financial risks.
Strong analytical, critical-thinking, and problem-solving skills.
Ability to evaluate multiple solution options and adapt business processes to meet client needs.
Excellent written and verbal communication skills, including the ability to present complex technical and business concepts clearly.
Strong influencing and negotiation skills with the ability to build consensus among diverse stakeholders.
Project management skills and experience managing multiple complex engagements in a fast-paced environment.
Experience documenting current- and future-state business and operational processes.
High level of business acumen, organization, and attention to detail.
Ability to establish and manage cross-functional and cross-cultural teams across multiple geographies.
Experience collaborating effectively within virtual teams of highly skilled professionals.
Proficiency with Microsoft Office and Microsoft Visio.
Advanced English-language proficiency.
Interest in adopting AI-enabled tools and workflows, including Microsoft Copilot, Claude, and agent creation.
Preferred Qualifications
Experience supporting Managed Print Services opportunities or related technology and service solutions.
Experience managing domestic, multi-country, or global solution engagements.
Proficiency with Power BI Desktop.
PMP, ITIL, Six Sigma, Change Management, or another relevant professional certification.
Proficiency in one or more additional languages.
#LI-AW1
#LI-HYBRID
