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XPPS Sales Specialist
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 key purpose of the role is to drive through the (Xerox Partner Print Services) XPPS strategy within Country.
• The role holder is responsible for selling the XPPS and other Managed Print Services Offerings and Solutions to our Channel Partner• The role holder is a major influencer of partner strategy and business performance.
Scope:
• Typically the role holder will be measured on the number of new XPPS the number of devices added per partner to the program. This is achieved by working collaboratively with the Regional Channel Leads, and Partner Managers to identify, select, manage and on-board partners capable of delivering XPPS Offerings in the Channel space.
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:
• Work collaboratively with the Regional Channel Leaders and Partner Managers to support and drive partners to generate incremental XPPS business.
• Identify potential new XPPS Partners from existing Xerox Partners, as well as develop existing XPPS Partners to enable them to go to market with all XPPS offerings successfully.
• Build effective working relationships at a senior level within a partners business to build trust and engagement; To be a trusted business advisor for partners on all XPPS offerings and benefits.
• Provide Xerox teams with regular feedback on the marketplace, trends, program effectiveness and partners challenges in deploying XPPS.
• To understand the local market, the key players, and Managed Print Services market strategies
• To promote the XPPS offering to the channel and all of its relevant components to the partners based on the partners business model and drivers. Ensure the partners understand their responsibilities in leading with an XPPS offering.
• To build a comprehensive knowledge of the XPPS suite of tools and systems, and how these benefit the partner, and how they can be integrated into the customer business.
• To advise partners on the development of their first XPPS sales pursuit to ensure success through validation of the proposition to the end-customer, articulation of the value proposition to the customer in line with their business drivers, correct alignment of partner resource and the impact of sales tools and systems suites.
• To manage the internal and external resource required to enable the partner to deliver XPPS in the marketplace.
• To perform the role in adherence to the Channel Management Operational Excellence Standards.
Qualifications:
- 2+ years of Sales Experience
- Effective Communicator: Strong written and verbal communication skills, including persuasive presentation abilities.
- Tech-Savvy: Proficiency in using Microsoft Office tools and CRM systems to streamline sales processes.
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