Xerox Sr. Sales Executive I, Indirect Channels - NCAM in Massachusetts

Essential Functions:

  • Responsible for achieving sales 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.

  • Frequent travel will be necessary.

  • Establish C/mgr level relationships with each Reseller.

Primary Responsibilities:

  • Grow strong and strategic 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.

  • 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.

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

Qualifications Desired:

  • 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.

  • Successful proven track record of negotiating and influencing.

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

Title: Sr. Sales Executive I, Indirect Channels - NCAM

Location: Massachusetts

Requisition ID: 18004876

Other Locations: United States-New Hampshire