Channel Partner Manager

The salary range above represents the low and high end in the local currency of Xerox’s salary range for this position and is reflected in an annualized amount. Actual salaries will vary based on factors including, but not limited to, geographic location, market competition, and/or the successful applicant’s education, experience, knowledge, skills, and abilities. The range listed is just one component of Xerox’s total compensation package for employees. Employees are also afforded a comprehensive suite of benefits, to view those details please visit Xerox Careers for your applicable country. If you are not reviewing this job posting on Xerox Careers, we cannot guarantee the validity of this posting. For a list of our current internal postings, please visit Xerox Careers.

Sales: Your actual On Target Earnings (OTE), which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location.

About Xerox Holdings Corporation
For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power the hybrid workplace of today and tomorrow. Today, Xerox is continuing its legacy of innovation to deliver client-centric and digitally-driven technology solutions and meet the needs of today’s global, distributed workforce. From the office to industrial environments, our differentiated business and technology offerings and financial services are essential workplace technology solutions that drive success for our clients. At Xerox, we make work, work. Learn more about us at www.xerox.com.

The Channel Partner Manager role is part of a rapidly growing organization within Xerox focused on driving significant growth in the office equipment dealer channel. This position requires an individual with a proven track record of meeting and exceeding sales targets by leveraging relationships and championing the value proposition through compelling strategy and interactions. This individual will develop and maintain account relationships with select dealers in a specific region/territory. This will include managing, planning, and executing all sales activities, training events (including service), and marketing opportunities with the dealer accounts for a region, with the main emphasis on continued growth and profitability. This role will need to work cross-functionally with teams from service, industry marketing, finance, and training and be able to effectively manage these internal relationships from both their local geography and a global support team.

The ideal candidate will be a motivated sales professional with extensive experience selling into or for office equipment dealerships. The skills and abilities needed to succeed in the role include, but are not limited to:

• An intimate knowledge of cost-per-page offerings and understanding of various financing alternatives
• Ability to identify new revenue opportunities for dealers utilizing offerings from Lexmark including hardware, software, and services
• Proven ability to work with a dealer at the end-user level, identifying industry-specific trends, challenges, and opportunities
• Responsible for delivering and/or coordinating resources to provide consistent and quality sales, service and solutions training
• Conducts quarterly business reviews with partner executives to review mutual revenue and strategic objectives
• Strong relationship-building skills, along with excellent communication and persuasion skills
• Ability to identify needs of dealership and adapt training and communication as required
• Skilled in delivering compelling training that motivates dealer sellers to position Xerox offerings to their customers
• Proficiency with funnel management and territory management practices that will deliver on monthly sales targets

REQUIREMENTS:

• 3–5+ years of sales experience in the print industry.
• Bachelor’s degree preferred.

TRAVEL: 

• Regular territory travel to dealer offices in the Texas territory (predominantly driving)
• Occasional overnight travel is required.

• The candidate should be based in or easily commutable within the marketplace.

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