Xerox

The Virtual Partner Manager role includes responsibilities for revenue performance, Partner relationships, managing value chain relationships, and fiduciary accountability for key Xerox business processes (accommodations, reversals, etc.).

The Virtual Partner Manager responsibilities spans a number of Partners across a defined geography.

Purpose:

• Support the identified Channel Partner’s in their achievement of profit and revenue objectives.
• Serve as the primary interface to existing and potential Channel Partners, engaging them in the Xerox value proposition to create win/win business partnerships
• Acts as the Business Consultant to the Channel Partner in deploying Xerox Western Europe Global Partner Group key Business Strategies, consulting, and translating them into strategic and tactical objectives for the Partner (i.e. building the business plan)
• Accountable for developing a coverage strategy within the geography and implements the appropriate coverage strategy for the territory
• Support the Channel Partner’s to become Digitally Enabled to maximise the changes to the buyer’s journey.

Primary Responsibilities:

• Works in partnership with the Channel Partner to translate key business strategies into measurable objectives and plans for the Partner Principal to execute within their business (i.e. builds the business plan)
• Supports development of sales strategies to drive the achievement of the Partner’s business and revenue objectives
• Manages operational performance and assesses the Partner’s performance; identifies performance gaps and provides feedback and coaching to improve performance
• Manages the Channel Partner relationship to enable win-win partnerships - this includes: effective two-way communications in adaptation of the Channel strategies, acts as a partner advocate and communicates “voice of the partner" to key Xerox personnel and manages contract compliance (performance & ethical compliance)
• Accountable for developing a coverage strategy within the geography through; identifying the appropriate segmentation of the territories within the geography, engaging potential Channel Partners in the Xerox Value proposition to forge new business relationships and recruiting the right mix / profile of Agent Partners
• Engages, directs, and influences Xerox resources to sell and support Xerox solutions within the Partner’s organization
• Manages collaboration and conflict by influencing key Xerox value chain partners across the Channel Partner landscape

Experience:

• As a minimum candidates are required to have demonstrated:
• Proven Virtual Sales Management experience (at least 3 years)
• Familiarity with work in a Channel Partner environment is required
• Successful virtual sales experience
• Strong working knowledge of Xerox Solutions & Services
• Excellent Business Acumen and Relationship Skills
• Excellent written and verbal communications skills
• Excellent customer facing skills
• French as the main language with English as an additional ideally but not essential