Channel Partner Manager

Description & Requirements

• The Channel Partner Manager role is part of a rapidly growing organization within Xerox focused on driving significant growth in the office equipment dealer channel. This position requires an individual with a proven track record of meeting and exceeding sales targets by leveraging relationships and championing the value proposition through compelling strategy and interactions. This individual will develop and maintain account relationships with select dealers in a specific region/territory. This will include managing, planning, and executing all sales activities, training events (including service), and marketing opportunities with the dealer accounts for a region, with the main emphasis on continued growth and profitability. This role will need to work cross-functionally with teams from service, industry marketing, finance, and training and be able to effectively manage these internal relationships from both their local geography and a global support team.
• The ideal candidate will be a motivated sales professional with extensive experience selling into or for office equipment dealerships. The skills and abilities needed to succeed in the role include, but are not limited to:
• An intimate knowledge of cost-per-page offerings and understanding of various financing alternatives
• Ability to identify new revenue opportunities for dealers utilizing offerings from Lexmark including hardware, software, and services
• Proven ability to work with a dealer at the end-user level, identifying industry-specific trends, challenges, and opportunities
• Responsible for delivering and/or coordinating resources to provide consistent and quality sales, service and solutions training
• Conducts quarterly business reviews with partner executives to review mutual revenue and strategic objectives
• Strong relationship-building skills, along with excellent communication and persuasion skills
• Ability to identify needs of dealership and adapt training and communication as required
• Skilled in delivering compelling training that motivates dealer sellers to position Xerox offerings to their customers
• Proficiency with funnel management and territory management practices that will deliver on monthly sales targets
• REQUIREMENTS: