Xerox Channel Virtual Sales Team Lead in Lisbon, Portugal
Xerox Corporation 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, maximise 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, personalise, package, analyse and secure information to keep our customers moving at an accelerated pace.
Why work for Xerox?
As we evolve our business, we want you to evolve with us. We will not only provide you with the development and support you need to succeed, but a suite of learning platforms and opportunities to help you get to where you want to go. We will encourage you to develop your skills and aspirations whatever they may be.
We are seeking an experienced and passionate Team Leader to manage the EMEA Virtual Sales Team based in Lisbon. The key purpose of this role is to direct and implement specific objectives within the EMEA Virtual Sales Team. They are wholly responsible for implementing the strategy for that team to meet the relevant business targets, and are indirectly responsible for the Xerox Channel Partners supported by the Virtual Partner Sales Team. The role holder is a major influencer of the Partner strategy and business performance.
Typically, the role holder will be measured on a revenue target, which is dependent on the team they manage.
Secondary measures could be the number of partners – in line with the Channel Expansion strategy or the XPPS strategies, together with Partner relationships and managing value chain relationships a Sofware or Post Sales Machine Growth Target.
The role holder is responsible for managing their business and coverage to deliver the relevant achievement of targets, driving the achievement of their team, and the successful coverage of partners.
To be an active member of the EMEA virtual sales team, and to contribute to the development and implementation of the business strategy, with specific focus on business drive, channel management and programme implementation.
To direct, implement and monitor sales strategies for the achievement of revenue objectives, via effective communications to all team members.
Ensure processes are put in place to regularly monitor progress and implement action plans/ business plans to ensure achievement of objectives.
To drive the overall management of the team to ensure achievement of objectives. Ensuring the targets are appropriately focused on the growth strategy and key programme implementation.
To establish a review framework/ Sales Management Process to monitor progress against these objectives.
Establish the overall direction and monitoring overall effectiveness of each partner.
Build effective working relationships at a senior level across the EMEA organisation and with key Partners to build trust and engagement in order to be a trusted consultant to Partners to influence their decisions and strategies.
Provide support to team members in their relationships with Partners. Coach team members iin the key capabilities of the job role and provide in-field support as required.
Candidate Education & Background
Bachelor's Degree (desirable)
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.
An in-depth knowledge and experience of the market place in which Xerox operates.
Strong understanding of all business operations within Xerox. Understands the financial impact of decisions including margin, volume and the likely impact on the marketplace.
Successful proved track record of achieving and exceeding sales targets – particularly in developing new business streams.
Successful proven track record of negotiating and influencing new business.
Proven ability to involve and motivate people and teams, and business partners towards the achievement of core objectives, and proven success in ability to monitor individual and team performance and to address performance issues on a team and individual basis
Title: Channel Virtual Sales Team Lead
Requisition ID: 19000030
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.