Xerox Channel Business Manager, Document Technology in Minnesota

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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• Responsible for Indirect Channels selling and management to maximize the revenue of the organization's products and / or services through a base of reseller partners, such as dealers, systems integrators, value added reseller (VAR's), distributors, or retailers.

• The key purpose of the role is to gain strategy alignment and performance across a group of assigned channel partners who sell Xerox products, solutions and services.

• The role holder is a major influencer of the Partner strategy and business performance. They are seen as a thought leader, industry expert and sought out by the Partner for strategic advice on business development opportunities.

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



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

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

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

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

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 local market place, and the key players that operate within it.

  • Promote the Xerox value proposition to the channel and all of its relevant components to the Partners based on the partners’ business model and drivers.

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

  • 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 Principal to develop action plans to close any strategic gaps.

  • Rationalization of the channel through termination of relationships with failing channel partners without a negative impact to Xerox.

  • 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.

  • The CBM should demonstrate a powerful and robust understanding of the partners through a detailed account management process, including documentation of relevant partner and Xerox information

  • The CBM will be expected to perform the role in adherence to the Channel Management Operational Excellence Standards

Candidate Education:

Minimum Bachelor's Degree Relevant university degree (e.g. Business Management)

Preferred Master's Degree Relevant post graduate degree (e.g. Business Management)

Candidate Background:

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

  • 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.

  • Presentation skills to be utilized with Partners and end user customers.

  • Full understanding of application software, MDS and the production market.

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.

Title: Channel Business Manager, Document Technology

Location: Minnesota

Requisition ID: 18005087