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Xerox Channel Business Manager, DTP Indirect Channels in Michigan

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 majorinfluencer of the Partner strategy and business performance. They are seen as athought leader, industry expert and sought out by the Partner for strategicadvice on business development opportunities.

  • The CBM is responsiblefor engaging with leaders of our channel partners to develop relationships basedon achieving mutual, long term business success.

Essential Functions:

  • Responsible for achieving sales results and year over year growth throughthe assigned and recruited partners within the geographic coverage area.

  • Frequently interact withkey major customers, channel partners and peer groups, and additional operatingcompanies at various management levels.

  • Frequent travel will benecessary.

Scope:

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 responsiblefor enabling our Partners to generate profitable revenue growth. Through athorough understanding of the individual partners’ business model and drivers,and a strong financial understanding, along with a wealth of business, marketand competitive knowledge, they are able to drive this growth through tailoringof the relevant elements of the Xerox Value proposition to the partner businessmodel which a differentiated level of consultancy to thepartner.

  • The CBM is responsiblefor managing their own coverage to deliver the business targets, and drive theachievement of the partner commitment. This coverage of their partners shouldfocus on strategies and tactics that work in the marketplace, recruitment,retention and development of the partner sales force, and strategic businessdevelopment planning and implementation to increase Xerox market share.

  • The CBM needs have afull understanding of the growth areas of our and focus on the services element(XPPS). The CBM must be proficient at spotting opportunities, conductingassessments and assisting in the sales cycle for XPPS. In addition, the CBMshould have a strong understanding of Xerox and competitor Accredited ServiceProviders (ASP).

  • The CBM is accountablefor all decisions that impact the partner and Xerox, including pricing sign-off,marketing budget and service model budget

Primary Responsibilities:

  • Grow strong andstrategic relationships with each channel partner.

  • Manage a differentiatedexperience for channel partners and customers.

  • Gain an understanding ofthe local market place, and the key players that operate withinit.

  • Promote the Xerox valueproposition to the channel and all of its relevant components to the Partnersbased on the partners’ business model and drivers.

  • Ensuring Partnersunderstand their responsibilities and obligations within the Xeroxpartnership.

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

  • Building an effectiveworking relationship at a senior level to build trust and engagement from thePartners.

  • Be a trusted businessadvisor influencing the Partners to influence the strategic direction, salescoverage planning, MIF Management, Sales Management Process development andimplementation, and resource investments.

  • Advise and supportPartners in developing a business plan to achieve the territory plan both interms of revenue and units across the product ranges. Introducing innovativeideas, challenging current thinking and achieving support from the keystakeholders.

  • Analyze the Partnersshort-term and long-term business and financial performance to identify areasfor improvement, and consulting with the Principal to develop action plans toclose any strategic gaps.

  • Rationalization of thechannel through termination of relationships with failing channel partnerswithout a negative impact to Xerox.

  • Manage the internal andexternal resource aligned to the partner as defined in the Accountability Matrixto ensure efficient resolution of partner issues.

  • Provide Xerox teams withregular feedback on the market place, market trends, business risk, program’seffectiveness and Partners challenges and for proposing innovative solutions andactions plans.

  • The CBM should demonstrate apowerful and robust understanding of the partners through a detailed accountmanagement process, including documentation of relevant partner and Xeroxinformation

  • The CBM will be expected to perform the role in adherence to the ChannelManagement Operational Excellence Standards.

Qualifications Desired:

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

  • Significant demonstrable track record andresults in channel / partnership management.

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

  • Solid understanding of P&L and balancesheets.

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

  • Successful proved track record of achieving andexceeding sales targets.

  • Successful proven track record of negotiatingand influencing.

  • Presentation skills to be utilized with Partners andend user customers.

  • Fullunderstanding of application software, MDS and the production market.

Title: Channel Business Manager, DTP Indirect Channels

Location: Michigan

Requisition ID: 18006216

Other Locations: United States-Wisconsin

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.

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