Partner Business Manager

Description & Requirements

• 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 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.
• Typically, the CBM CCSS role will carry a revenue target of $8M - $12M (dependent on country profile) which will be achieved by working with existing partners operating in the SMB market space.
• The CBM - XAR role will typically have an individual target of $2M - $4M per year (dependent on the country profile)
• The CBM 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 are able to 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 CBM 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 CBM needs have a full understanding of the growth areas of our portfolio and focus on the services element. The CBM must be proficient at spotting opportunities, conducting assessments and assisting in the sales cycle for XPPS.
• The CBM is accountable for all decisions that impact the partner and Xerox, including pricing sign-off, marketing budget and service model budget.