Job Description

For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we\'ve expanded into software and services to sustainably power today\'s 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 and explore ourDesignation: Partner Business ManagerExperience Required: Min 15 years.Qualification: GraduateWorking Hours: 9:30 am to 6:30 pm ISTJob Location: GurgaonPurpose:

• \xc2\xb7 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.
• \xc2\xb7 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.
• \xc2\xb7 The role holder is responsible for engaging with leaders of our channel partners to develop relationships based on achieving mutual, long term business success.

Scope:

• \xc2\xb7 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.
• \xc2\xb7 The CBM - XAR role will typically have an individual target of $2M - $4M per year (dependent on the country profile.
• \xc2\xb7 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 can 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.
• \xc2\xb7 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.
• \xc2\xb7 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.
• \xc2\xb7 The CBM is accountable for all decisions that impact the partner and Xerox, including pricing sign-off, marketing budget and service model budget.

General:

• \xc2\xb7 Uses best practices and knowledge of internal or external business issues to improve products or services.
• \xc2\xb7 Acts as a resource for colleagues with less experience
• \xc2\xb7 Requires in-depth knowledge and experience.
• \xc2\xb7 Decisions guided by policies, procedures, and business plan.
• \xc2\xb7 Generally domestic scope/accountability

Primary Responsibilities:

• \xc2\xb7 Grow strong and strategic relationships with each channel partner.
• \xc2\xb7 Manage a differentiated experience for channel partners and customers.
• \xc2\xb7 The CBM needs to understand the local marketplace, the key players that operate within that marketplace.
• \xc2\xb7 To promote the Xerox value proposition to the channel and all of its relevant components to the Partners based on the partners business model and drivers. Ensuring Partners understand their responsibilities and obligations within the partnership with Xerox.
• \xc2\xb7 Grow a wide and broad support network across all stakeholder groups and act as a catalyst to drive business.
• \xc2\xb7 Building an effective working relationship at a senior level to build trust and engagement from the Partners.
• \xc2\xb7 To be a trusted business advisor to the Partners to influence the strategic direction, sales coverage planning, MIF Management, Sales Management Process development and implementation, and resource investments.
• \xc2\xb7 Advising and supporting the Partners to develop a business plan to achieve the Partner territory plan both in terms of revenue and units across the product ranges. Introducing innovative ideas, challenging current thinking and achieving support from the key stakeholders.
• \xc2\xb7 To analyze the Partners short-term and long-term business and financial performance to identify areas for improvement and consulting with the principal to develop action plans to close any strategic gaps, regularly reviewing the identified areas to measure improvement levels.
• \xc2\xb7 Rationalization of the channel through termination of relationships with failing channel partners in a way that doesn\'t negatively impact on remaining channels or Xerox.
• \xc2\xb7 Manage the internal and external resource aligned to the partner as defined in the Accountability
• \xc2\xb7 Matrix to ensure efficient resolution of partner issues.
• \xc2\xb7 Provide Xerox teams with regular feedback on the marketplace, market trends, business risk, program\'s effectiveness and Partners challenges and for proposing innovative solutions and actions plans.
• \xc2\xb7 The CBM should demonstrate a powerful and robust understanding of the partners through a detailed account management process, including documentation of relevant partner and Xerox information.
• \xc2\xb7 The CBM will be expected to perform the role in adherence to the Channel Management Operational Excellence Standards

#LI-SS1#LI-OnsiteShare this job:Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity or expression, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. Learn more at and explore our commitment to diversity and inclusion! People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to talentacquisitionsupport@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.\xc2\xa9 2024 Xerox Corporation. All rights reserved. Xerox\xc2\xae and Xerox and Design\xc2\xae are trademarks of Xerox Corporation in the United States and/or other countries.

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