Partner Manager, Inside Sales

Partner Manager Resellers:

• 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.
• The key purpose of the role is to gain strategy alignment and performance across a group of assigned channel partners who sell Xerox products, solutions, and services.
• The role holder 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 role holder is responsible for engaging with leaders of our channel partners to develop relationships based on achieving mutual, long term business success.

Scope:

• Typically, the PM role will carry a revenue target of $4M - $8M (dependent on region profile) which will be achieved by working with existing partners.
• The PM 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 can 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 PM 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 PM needs have a full understanding of the growth areas of our portfolio. The PM must be proficient at spotting opportunities, conducting assessments, and assisting in the sales cycle.

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 of the GPP
• Decisions guided by policies, procedures, and business plan

Primary Responsibilities:

• Grow strong and strategic relationships with key channel partners
• Manage a differentiated experience for channel partners and customers
• The PM needs to understand the local marketplace, the key players that operate within that marketplace.
• To promote the Xerox value proposition to the channel and all its relevant components to the Partners based on the partners business model and drivers.
• Ensuring Partners understand their responsibilities and obligations within the partnership with Xerox.
• Grow a wide and 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.
• To be a trusted business advisor to the Partners to influence the strategic direction, sales coverage planning, MIF Management, Sales Management Process development and implementation, and resource investments.
• Advising and supporting the Partners to develop a business plan to achieve the Partner 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.
• To 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, regularly reviewing the identified areas to measure improvement levels.
• Rationalization of the channel through termination of relationships with failing channel partners in a way that doesn't negatively impact on remaining channels or Xerox.
• Provide Xerox teams with regular feedback on the marketplace, market trends, business risk, program's effectiveness and Partners challenges and for proposing innovative solutions and actions plans.
• The PM should demonstrate a powerful and robust understanding of the partners through a detailed account management process, including documentation of relevant partner and Xerox information.