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 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 CBM is responsible for engaging with leaders of our channel partners to develop relationships based on achieving mutual, long term business success.
Essential Functions:
· 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.
· Frequent travel will be necessary.
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 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 (e.g. ColourQube) 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.
Qualifications Desired:
· 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.
Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox.
Title:Manager II, Indirect Channels - CBM - North East
Location:New York
Requisition ID:18005008
Other Locations:United States-Massachusetts, United States-New Jersey, United States-New Hampshire, United States-Connecticut
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