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Xerox Sales Executive I, Indirect Channels in Assam, India

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.

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Job Purpose

•Ensure penetration in the entire product range.

•Build strong customer relationship thereby retaining Xerox leadership in the market

•Achieve revenue plan for A3 products

•Achieve revenue and unit goals for A4 products and Supplies


•Revenue Performance as per plan

•Participation with preparation in Partner Development Plan and Market growth Initiative

•Cross-functional initiatives in the way we work

Candidate Education:

Graduation in specialized field (Example: Bachelor of Engineering etc.)

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.

Job Responsibilities

•Deliver the revenue target from partners for all product lines within SMB

•Segment and from Volume partners for product and supplies

•Achieve Quarterly and Annual Revenue and GP plan for the territory. Focus on the segments assigned in the territory such as publishing/print shop/commercial printer, Photo-labs, Design Houses etc.

•Responsible for business development & account acquisition/ Retention and account growth within the defined geography.

•Responsible for customer and partner relationship management through effective implementation of AMP/SMP

•Provide monthly and quarterly forecast / OL from Xerox Partners within territory.

•Identify SMB accounts and align it to partners.

•Support partners to promote Xerox office products in the SMB market segment.

•Impart product training to the partner’s field staff. Create a database of GA Industry for the territory. Engage regularly in GA associations, participate in local industry events.

•Retain Xerox Leadership in market and regularly update marketing team with competition activities/pricing/schemes.

•Identify and penetrate new accounts and new areas within existing accounts / defined territory

•Build effective business relationships at senior level with proven skills in high value negotiations.

•Ensure continued focus on maintaining 100% customer satisfaction by the identification and understanding of customer business needs and objectives.

•Monitor and increase color and Mono volume in existing users to build incremental opportunity, roll out and implement the volume building programs in the territory

•Manage Graphic art markets (Quick Printers, Commercial printers, prepress, publishers, SBO, Photo-lab) for equipment sales for entire Xerox product line.

•Ensure accurate reporting of activities, outlook and performance metrics using the sales management and reporting process.

•Enable the partner to meet his revenue plans.

•Conduct monthly business reviews for partners.

•Establish monthly forecast.

•Ensure geographic coverage through existing partners/new business partners

Background and Experience

• 8 -10 years of relevant experience at various levels in Sales & Marketing (6-8 years of relevant experience in case of premiere institute)

• Knowledge of markets and segments

• Should have sound knowledge of the specific Industry and vertical

• Should have hands on experience in Channel Management


• Degree or equivalent

• MBA would be desirable

Attributes & Competencies

•Channel Management Skills

• Communication & Presentation Skills

• Customer Relationship Management

• Inter Personal skills

• Financial & Commercial acumen

Title: Sales Executive I, Indirect Channels

Location: India-Assam-Gauhati

Requisition ID: 19004758