Xerox

Department: Western Europe Partners

Location: Germany
Reports To: Channel Lead Germany

Job Summary

Xerox is seeking a Channel Sales Representative dedicated to Velocity partners. Purpose is to drive growth in the channel across Germany. This role involves increasing share of wallet with existing resellers, strengthening Xerox’s position as a preferred partner. The role requires close cross functional collaboration and a deep understanding of competitive value propositions to differentiate Xerox in the reseller ecosystem.

Key Responsibilities

Channel Development Across Germany

• Drive Growth with New / Existing Resellers: Develop and execute strategies to increase Xerox’s share of wallet within the current reseller portfolio by building stronger partnerships and driving loyalty.
• Localized Execution: Collaborate with the Sales Management to adapt regional strategies to local market dynamics, ensuring alignment with national goals and priorities.

Competitive Value Proposition

• Market Intelligence: Monitor and analyze competitors’ offerings, strategies and value Prop in the Velocity reseller space.
• Value Differentiation: Clearly articulate Xerox’s unique value proposition to existing resellers, emphasizing competitive advantages such as product innovation, superior support, and attractive margin structures.
• Reseller Positioning: Equip resellers with insights, messaging, and tools to effectively position Xerox against competitors and increase their market share.

Reseller Enablement and Engagement

• Reseller Development: Work with new / existing resellers to identify growth opportunities, deepen engagement, and address challenges to maximize their sales of Xerox products.
• Training and Enablement: Provide resellers with training on Xerox products and competitive positioning, empowering them to increase their market share.
• Relationship Management: Build and maintain strong partnerships with existing resellers, focusing on mutual growth and success.

Performance Management and Continuous Improvements

• KPIs and Metrics: Track and report on reseller performance (Hardware and Supplies)

Required Qualifications

Education and Experience

• Minimum of 2-3 years of experience in sales (preferably in the channel), business development, or account management
• Experience driving both partner acquisition and market share growth within an reseller network.
• Knowledge of competitive dynamics in the office technology, printing, or business solutions industry.

Skills and Competencies

• Competitive Knowledge: Understanding of competitors’ value propositions and how to position Xerox as the preferred partner.
• Cross-Functional Collaboration: Proven ability to work effectively with local and European marketing teams and sales teams.
• Communication: Excellent interpersonal, negotiation, and presentation skills to engage diverse internal stakeholders and external partners.
• Multilingual Abilities: Native German and fluency in English is required.

Personal Attributes

• Strong cultural awareness and ability to navigate diverse markets and stakeholder groups.
• Highly collaborative, with a results-driven mindset.
• Entrepreneurial and resourceful, with a passion for building partnerships and driving growth.

What Xerox Offers

• Competitive salary and performance-based incentives.
• Opportunities for professional growth within a global leader in technology and business solutions.
• A collaborative work environment emphasizing innovation and strategic impact.