General Information

Country
United States
Department
Sales
Date
Monday, June 17, 2024
Working time
Full-time
Ref#
20033426
Job Level
Individual Contributor
Job Type
Experienced
Job Field
Sales
Seniority Level
Mid-Senior Level
Currency
USD - United States - US
Annual Base Salary Minimum
90,600
Annual Base Salary Maximum
181,200
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.

Description & Requirements

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 today’s workforce. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients — no matter where that work is being done. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things and cleantech. Learn more at www.xerox.com and explore our commitment to diversity and inclusion.
Summary:

The key objective of the Regional Channel Lead (RCL) 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 RCL 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 RCL is responsible for engaging with leaders of our channel partners to develop relationships based on achieving mutual, long term business success.


Location:

Denver CO 
or
Salt Lake City UT

Travel requirements in the position:

Frequent (weekly) overnight travel in the Denver, CO and Salt Lake City UT areas


Scope:

  • Typically, the Regional Channel Lead (RCL) 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 RCL 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 RCL 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 RCL needs have a full understanding of the growth areas of our portfolio (e.g. ConnectKey) and focus on the services element (XPPS). The RCL must be proficient at spotting opportunities, conducting assessments and assisting in the sales cycle for XPPS. In addition, the RCL should have a strong understanding of Xerox and competitor Accredited Service Providers (ASP).
  • The RCL is accountable for all decisions that impact the partner and Xerox, including pricing sign-off, marketing budget and service model budget.

Responsibilities:

  • Responsible for achieving sales results and year over year growth through the assigned and recruited partners within the geographic coverage area.
  • Frequently interact with key major customers, channel partners and peer groups, and additional operating companies at various management levels.
  • 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 RCL 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 RCL will be expected to perform the role in adherence to the Channel Management Operational Excellence Standards.

Qualifications:

  • BA/BS or significant sales experience.
  • 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.

#LI-KR1
#LI-Remote

< Go back