Xerox Technology Services - DGM - Partner Business Manager (8-12 yrs)

DGM - Partner Business Manager

Description & Requirements:

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About Xerox Holdings Corporation:

For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, weve expanded into software and services to sustainably power todays workforce. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients no matter where that work is being done. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things and cleantech. Learn more at www.xerox.com and explore our commitment to diversity and inclusion.

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 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.