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Xerox US Distribution Account Manager in California

US Distribution Account Manager

General information

City: Santa Ana, Anaheim, Huntington Beach, Buffalo

State/Province: California, New York

Country: United States

Department: Sales

Date: Tuesday, April 6, 2021

Working time: Full-time

Ref#: 20011005

Job Level: Individual Contributor

Job Type: Experienced

Job Field: Sales

Description & Requirements

Xerox (NYSE: XRX) makes every day work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at www.xerox.com and explore our commitment to diversity and inclusion. (https://www.xerox.com/en-us/jobs/diversity)

Location Required: Buffalo, NY or Orange County, CA

Position Objective :

  • Develop and manage the Xerox business relationship with key Distribution Partners to meet or exceed performance objectives.

  • The Distribution Account Manager is a major influencer of the Partner Sales and Marketing strategy and business performance. They are seen as a thought leader, industry expert advice on business development opportunities.

  • The Distribution Account Manager is responsible for engaging with leaders of our channel partners to develop relationships based on achieving mutual, long term business success.

Essential Functions:

  • Responsible for achieving sales out results and year over year growth through the assigned and partners.

  • Frequently interact with key major customers, channel partners and peer groups, and additional operating companies at various management levels.

  • Must be on-site minimum of 4-5 days a week with Partner

  • Establish mgr level relationships with each Reseller.

Primary Responsibilities:

  • Grow strong relationships with each channel partner.

  • Manage a differentiated experience for channel partners and customers.

  • Gain an understanding of the Printing market place, and the key players that operate within it.

  • Promote the Xerox value proposition to assigned partners.

  • Ensuring Partners understand their responsibilities and obligations within the Xerox partnership.

  • Manage all functions of the relationship: sales training, sales meetings, business plans, marketing programs, field engagement, event planning, internal operations, reporting requirements, sales plans, implementation of sales plans.

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

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

  • Be a trusted business advisor influencing the Partners to influence the strategic direction, sales coverage planning, MIF Management, Sales Management Process development and implementation, and resource investments.

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

  • Analyze the Partners short-term and long-term business and financial performance to identify areas for improvement, and consulting with the key stakeholders to develop action plans to close any strategic gaps.

  • Be on site daily to invigorate sales reps and to increase mindshare and awareness for the Xerox product line.

  • 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.

  • Develop and implement Marketing and sales programs in conjunction with Xerox Marketing to leverage key strategies, programs and promotions.

  • Work collaboratively with the Disti ops team that support Sales in.

Qualifications:

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

  • Experience working for or with a National Solution provider: 3-5 year min.

  • Significant demonstrable track record and results in channel / partnership management.

  • Experience of operating in an indirect working environment, substantial sales and marketing experience in a channel sales environment, including competitor information.

  • Solid understanding of P&L and balance sheets.

  • An in-depth knowledge and experience of the market place in which Xerox operates.

  • Successful proved track record of achieving and exceeding sales targets

  • Good understanding of the capabilities of the Distribution Partners in North America and the ability to manage the complexity of the relationships and business models.

  • Strong commercial business acumen to ensure Xerox’s best interests are met.

  • Excellent analytical skills in interpreting and creating excel reports.

  • Self-starter ability to work independently for sustained periods.

  • Strong relationship manager at all levels inside the Distributor.

  • Ability to deal with ambiguity. We are transforming the way we work, so the role evolves as we transform our business

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! (https://www.xerox.com/en-us/jobs/diversity) 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.

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