Xerox Channel Business Manager, DTP Indirect Channels in Albany, New York

Xerox Corporation (NYSE: XRX) is an $11 billion technology leader that innovates the way the world communicates, connects and works. Our expertise is more important than ever as customers of all sizes look to improve productivity, maximize profitability and increase satisfaction. We do this for small and mid-size businesses, large enterprises, governments, graphic communications providers, and for our partners who serve them. We understand what’s at the heart of work – and all of the forms it can take. We embrace the increasingly complex world of paper and digital. Office and mobile. Personal and social. Every day across the globe – in more than 160 countries – our technology, software and people successfully navigate those intersections. We automate, personalize, package, analyze and secure information to keep our customers moving at an accelerated pace.

Learn more at

Position Objective:

The key objective of the Channel Business Manager (CBM) is to meet or exceed performance objectives by gaining strategy alignment within the geographic territory through the associated group of assigned and recruited channel partners who sell Xerox products, solutions and services.

  • The CBM is a major influencer of the Partner strategy andbusiness performance. They are seen as a thought leader, industry expertand sought out by the Partner for strategic advice on business developmentopportunities.

  • The CBM is responsible for engaging with leaders of ourchannel partners to develop relationships based on achieving mutual, longterm business success.

Essential Functions:

  • Responsible for achieving sales results and year over yeargrowth through the assigned and recruited partners within the geographiccoverage area.

  • Frequently interact with key major customers, channelpartners and peer groups, and additional operating companies at variousmanagement levels.

  • Frequent travel will be necessary.


Typically, the Channel Business Manager (CBM) role will carry a revenue target of $4-12M which will be achieved by working with existing partners operating in the SMB market space.

  • The CBM is responsible for enabling our Partners to generateprofitable revenue growth. Through a thorough understanding of theindividual partners’ business model and drivers, and a strong financialunderstanding, along with a wealth of business, market and competitiveknowledge, they are able to drive this growth through tailoring of therelevant elements of the Xerox Value proposition to the partner businessmodel which a differentiated level of consultancy to the partner.

  • The CBM is responsible for managing their own coverage todeliver the business targets, and drive the achievement of the partnercommitment. This coverage of their partners should focus on strategies andtactics that work in the marketplace, recruitment, retention anddevelopment of the partner sales force, and strategic business developmentplanning and implementation to increase Xerox market share.

  • The CBM needs have a full understanding of the growth areasof our and focus on the services element (XPPS). The CBM must beproficient at spotting opportunities, conducting assessments and assistingin the sales cycle for XPPS. In addition, the CBM should have a strongunderstanding of Xerox and competitor Accredited Service Providers(ASP).

  • The CBM is accountable for all decisions that impact thepartner and Xerox, including pricing sign-off, marketing budget andservice model budget

Primary Responsibilities:

  • Grow strong and strategic relationships with each channelpartner.

  • Manage a differentiated experience for channel partners andcustomers.

  • Gain an understanding of the local market place, and the keyplayers that operate within it.

  • Promote the Xerox value proposition to the channel and all ofits relevant components to the Partners based on the partners’ businessmodel and drivers.

  • Ensuring Partners understand their responsibilities andobligations within the Xerox partnership.

  • Grow a broad support network across all stakeholder groupsand act as a catalyst to drive business.

  • Building an effective working relationship at a senior levelto build trust and engagement from the Partners.

  • Be a trusted business advisor influencing the Partners toinfluence the strategic direction, sales coverage planning, MIFManagement, Sales Management Process development and implementation, andresource investments.

  • Advise and support Partners in developing a business plan toachieve the territory plan both in terms of revenue and units across theproduct ranges. Introducing innovative ideas, challenging current thinkingand achieving support from the key stakeholders.

  • Analyze the Partners short-term and long-term business andfinancial performance to identify areas for improvement, and consultingwith the Principal to develop action plans to close any strategic gaps.

  • Rationalization of the channel through termination ofrelationships with failing channel partners without a negative impact toXerox.

  • Manage the internal and external resource aligned to thepartner as defined in the Accountability Matrix to ensure efficientresolution of partner issues.

  • Provide Xerox teams with regular feedback on the marketplace, market trends, business risk, program’s effectiveness and Partnerschallenges and for proposing innovative solutions and actions plans.

  • The CBM should demonstrate a powerful and robustunderstanding of the partners through a detailed account managementprocess, including documentation of relevant partner and Xerox information

  • TheCBM will be expected to perform the role in adherence to the Channel ManagementOperational Excellence Standards.

Qualifications Desired:

  • BA/BSin Marketing, Business Administration required. Master's degree is a plus.

  • Significantdemonstrable track record and results in channel / partnership management.

  • Experienceof operating in an indirect working environment, substantial sales andmarketing experience in a channel sales environment, including competitorinformation.

  • Solidunderstanding of P&L and balance sheets.

  • Anin-depth knowledge and experience of the market place in which Xeroxoperates.

  • Successfulproved track record of achieving and exceeding sales targets.

  • Successfulproven track record of negotiating and influencing.

  • Presentation skills to be utilized withPartners and end user customers.

  • Full understanding of applicationsoftware, MDS and the production market.

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

Title: Channel Business Manager, DTP Indirect Channels

Location: New York-Albany

Requisition ID: 18005470