General information

Country: United Kingdom

Department: Marketing

Date: Friday, May 27, 2022

Working time: Full-time

Ref#: 20012346

Job Level: Individual Contributor

Job Type: Experienced

Job Field: Marketing

Seniority Level: Mid-Senior Level

Description & Requirements

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.

CareAR is looking for a dynamic, energetic Platform Partner Alliance Manager to help drive its go to market and SaaS programs, and drive alignment and relationship with Ecosystem Partners of ServiceNow. If you fit the job profile below and are passionate about working in a fast-paced environment for a disruptive tech company, this may be the role for you. 

Objective of Role 

This is a strategic role that also requires close attention to drive top line growth, deals, pipeline for the CareAR solution which has the richest augmented reality (AR) based integration with ServiceNow. 

The role serves as a quarter back of the alliance and partnerships with ecosystem partners to ensure they are a) recruited, onboarded and signed up to be resellers (service integration or managed service provider) partners of CareAR b) ensure they are enabled to drive deals and pipeline c) create incentives and deal constructs (e.g. incorporation of CareAR into solution maps) to drive top line growth and revenue for the company d) ensure there is alignment at all levels: Sales, Marketing, Product etc such that the right programs, resources, can be driven to drive joint pipeline, sales, wins and marketing with these partners. 

Responsibilities:  

  • Recruit and onboard ecosystem alliance partners (SI/MSPs/GSI's) within ServiceNow ecosystem to begin with 
  • Ensure there is enablement of Sales, Business Development, Alliance and Technical teams within the partner teams 
  • Drive joint pipeline planning with the partner and represent progress during QBRs 
  • Ultimate purpose and success of this role is measured via Bookings. Enable partners to drive sales of the CareAR solution but also secure logos, wins and usage 
  • Be proficient in the product to be able to position it, articulate what is in it for the Partner and value proposition, leverage product marketing, product management and solution consulting to deliver GTM success with the partner 
  • Create proof points, success stories and demonstrate growth by recruiting new partners, and ensuring signed up partners are productive 
  • Develop and drive alignment of Partnership with CareAR across all groups (sales, marketing, product etc) to ensure we get the best success across all fronts 
  • Look to marketing opportunities with partners to create awareness, representation and leads for CareAR within Partner ecosystem 
  • Develop relationship with Partners at the right levels – with their Partner ecosystem, and marketing teams to understand best practices of how partners like CareAR can get plugged in and get best mileage 
  • Explore bundling and default attach strategies with ServiceNow & Partner solutions so CareAR can get included in deals by default. 
  • Ensure all deals are logged into CRM and reporting is done on time 
  • Understand the reseller agreements and work with legal and partner legal teams to get agreements signed and over the finish line.  
  • Work closely with CareAR Partner Programs, Partner Marketing, Creative Marketing etc. in line with business needs to evangelize our solutions in best possible manner within those partners 
  • Help secure slots with ecosystem partners to represent CareAR at Platform Partner Webinars/Training sessions etc and CareAR to get embedded within their programs & campaigns 
  • Evangelize the solutions in variety of ways within Partner community – directly or indirectly to get mindshare up in those communities (work with Partner Marketing folks for direction) 
  • Be creative and up to date on best practices to present the best image of our solutions and company. 
  • Stay up to date on everything related to Partners, their priorities, events, campaigns, GTM bundles, App-Store updates, Incentives, Partner Portal etc. so that CareAR can leverage all those as best…help orchestrate these touchpoints across all disciplines 
  • Report and regularly maintain dashboard of activities to show progress to plan 

 

Desired Skills:

  • Strong interpersonal and communications skills 
  • Ability to grasp technical information of Xerox products and articulate it to business and technical decision makers via crisp collateral that is easily consumed 
  • Strong organizational skills, effective at managing competing priorities and meeting aggressive timelines 
  • Close attention to detail with ability to track multiple actions simultaneously through to closure 
  • Very effective listening & communication skills with marketing focus 
  • Credible and articulate oral communicator 
  • Quick learner – not shying away from understanding technology 
  • Good interpersonal skills, comfortable meeting new people, characterized by professional, self-confident, and friendly demeanor 
  • Enthusiastic, dynamic, and self-motivated individual 
  • Team player who is comfortable taking direction and collaborating with team 

Pre-requisites: 

  • Bachelor's degree in marketing or related discipline 
  • Minimum 10-15 years of experience in Channel/marketing or related field 
  • Experience selling into Federal, State, and local Government agencies.
  • Able to travel a few times per quarter 
  • Able to work independently in a home-based environment 


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 or expression, 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. Learn more at www.xerox.com and explore our commitment to diversity and inclusion! 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 XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

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