DGM - Partner Business Manager

Purpose:

Responsible for Indirect Channels selling and management to maximize the revenue of the organizations products and / or services through a base of reseller partners, such as dealers, systems integrators, value added reseller (VARs), distributors, or retailers.
The role holder is responsible for selling GC PSG Products and solutions through channel partners.
The role holder is accountable for developing and executing sale pursuit plans to optimize market coverage and generate PSG Revenue.

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
Support successful conclusion of the pursuit including order negotiations and closures.
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 sales pitch.

#LI-SG1

#LI-Remote