Sales Executive, Indirect Channels
Michigan Office Solutions
Uxbridge, Greater London, United Kingdom
5d ago

Description & Requirements

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 and explore our commitment to diversity and inclusion.

Job Role Summary :

Responsible for a North & West African territory covering Indirect Channels. Focus on partner management that maximizes the revenue of the organization's products and / or services through a base of reseller partners, such as dealers, systems integrators, value added reseller (VAR's), distributors, or retailers.

The offerings covered are : All Xerox Hardware both Office / PSG / 3D , Xerox Software & Apps , Third Party SW, Xerox Post Sales products, Xerox Document Services including Xerox MPS & newly acquired software & services including CareAR

This is global role with travel required into Africa & the Middle East with up to 40% travel depending on post pandemic conditions.

Purpose :

  • The key purpose of the role is to gain strategy alignment and performance across a group of assigned channel partners who sell Xerox products, solutions and services.
  • The role holder is a major influencer of the Partner strategy and business performance. They are seen as a thought leader, industry expert and sought out by the Partner for strategic advice on business development opportunities.
  • The role holder is responsible for engaging with leaders of our channel partners to develop relationships based on achieving mutual, long term business success.
  • Ensure all lines of Xerox offerings are represented in individual countries and quotas achieved.
  • Scope - Job Specific

  • Typically, the Regional Partner Manager role will carry a revenue target of $8M - $12M (dependant on country profile) which will be achieved by working with existing partners operating across multiple industries and segments.
  • The role also requires direct interactions with partner accounts and their channels.

  • The Regional Partner Manager is responsible for enabling our Partners to generate profitable revenue growth through a thorough understanding of the individual partners’ business model and drivers.
  • The role demands a strong financial understanding, along with a wealth of business, market and competitive knowledge. They are able to drive this growth through tailoring of the relevant elements of the Xerox Value proposition to the partner business model which a differentiated level of consultancy to the partner.

  • The Regional Partner Manager is responsible for managing their own coverage to deliver the business targets, and drive the achievement of the partner commitment.
  • This coverage of their partners should focus on strategies and tactics that work in the marketplace, recruitment, retention and development of the partner sales force.

    The ability to build a strategic business development plan and skills to implement the plan in the partners and Xerox is key.

  • The Regional Partner Manager needs have a full understanding of the growth areas of our portfolio and focus on the software & services offerings.
  • The RPM must be proficient at spotting opportunities, conducting assessments and assisting in the sales cycle for Managed Document Services.

  • The Regional Partner Manager is accountable for all decisions that impact the partner and Xerox, including pricing sign-off, marketing budget and service model budget.
  • The Regional Partner Manager needs to needs to influence and develop country plans that drive revenue on all lines of business.
  • You are required to grow strong and strategic relationships with each channel partner. Grow a wide and broad support network across all stakeholder groups and act as a catalyst to drive business.

  • Introducing innovative ideas, challenging current thinking and achieving support from the key stakeholders. An entrepreneurial approach is a key requirement of the role.
  • Advising and supporting the partners to develop a business plan to achieve the Partner Territory Plan both in terms of revenue and units across the product ranges.
  • To analyse the Partners short-term and long-term business and financial performance to identify areas for improvement and consulting with the Principal to develop action plans to close any strategic gaps, regularly reviewing the identified areas to measure improvement levels.

  • Rationalisation of the channel through termination of relationships with failing channel partners in a way that doesn’t negatively impact on remaining channels or Xerox.
  • Manage the internal and external resource aligned to the partner as defined in the Accountability Matrix to ensure efficient resolution of partner issues.
  • Provide Xerox teams with regular feedback on the market place, market trends, business risk, program’s effectiveness and Partners challenges and for proposing innovative solutions and actions plans.
  • The RPM will be expected to perform the role in adherence to the Channel Management Operational Excellence Standards.
  • Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity or expression, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military / veteran status, citizenship status, basis of genetic information, or any other group protected by law.

    Learn more at www.xerox.com and explore our commitment to diversity and inclusion! People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to XeroxStaffingAdminCenter xerox.

    com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

    2021 Xerox Corporation. All rights reserved. Xerox® and Xerox and Design® are trademarks of Xerox Corporation in the United

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