Channel Business Manager

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.

Purpose:

• 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.
  
  

Scope:

• Typically, the CBM CCSS role will carry a revenue target of $8M - $12M (dependant on country profile) which will be achieved by working with existing partners operating in the SMB market space.
  
  

The CBM - XAR role will typically have an individual target of $2M - $4M per year (dependant on the country profile)

• 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 portfolio and focus on the services element. The CBM must be proficient at spotting opportunities, conducting assessments and assisting in the sales cycle for XPPS.
• The CBM is accountable for all decisions that impact the partner and Xerox, including pricing sign-off, marketing budget and service model budget.
  
  

General:

• Uses best practices and knowledge of internal or external business issues to improve products or services
• Acts as a resource for colleagues with less experience
• Requires in-depth knowledge and experience
• Decisions guided by policies, procedures and business plan
• Generally domestic scope/accountability
  
  

Primary Responsibilities:

• Grow strong and strategic relationships with each channel partner
• Manage a differentiated experience for channel partners and customers
• The CBM needs to understand the local market place, the key players that operate within that market place.
• To 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 partnership with Xerox.
• Grow a wide and 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. To be a trusted business advisor to the Partners to influence the strategic direction, sales coverage planning, MIF Management, Sales Management Process development and implementation, and resource investments.
• Advising and supporting the Partners to develop a business plan to achieve the Partner 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
• To 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, regularly reviewing the identified areas to measure improvement levels
• Rationalisation of the channel through termination of relationships with failing channel partners in a way that doesnt negatively impact on remaining channels or 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, programs 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