Xerox

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 role holder is responsible for selling services and solutions through channel partners.

•  Works with client management teams to define, design and execute different solutions and/or services initiatives.

•  The role holder is accountable for developing and executing sale pursuit plans to optimize new and additional signings within a defined set of accounts.


Scope:
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:
•  Leads and supports channel sales pursuits

•  Develops financial/commercial business plans/cases

•  Monitors pursuit through risk management and identify areas of opportunity to ensure pursuit is kept on track

•  Plan and deliver pursuit through building internal sponsorship as well as client sponsorship

•  Support successful conclusion of the pursuit including contract negotiations with the client

•  Liaise and work with internal departments to deliver profitable solutions within deal planning governance

•  Liaise with other Xerox functions, or agents of third parties, as appropriate to meet internal or external customer requirements

•  Have the ability to move through an organization and become a trusted advisor at various levels

•  Develop new sales pursuits through existing account teams/pursuits and or through direct engagements with the client

•  Understand market dynamics and influences within the sector/service line

•  Generate innovative ideas, challenge current thinking and achieve buy in from the stakeholders when developing the solution design