ROLE TITLE
GCO Partner Channel Business Manager – Austria/Switzerland
BUSINESS GROUP
European Graphic Communications Operations
FUNCTIONAL AREA
Channel Sales
REPORTS TO
GCO GM/ Country Sales Manager
PURPOSE OF ROLE
The key purpose of the role is to recruit new Channel Partners for Xerox in line with our strategy to expand our coverage and maximise revenue through these partners.
Responsible for managing the ‘on-boarding’ programme with their new partner in order to bring the partner to the expected revenue level in a timely and efficient way
The role holder is a major influencer of the GCO Partner strategy and business performance.
SCOPE OF ROLE
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Typically, the CBM role will carry a revenue target of $3.5m per country which will be achieved through the engagement and recruitment of new partners in the GCO market space
The CBM is responsible for enabling our new Partners to generate profitable revenue growth within an agreed timeframe. Through a thorough understanding of the individual partner’s 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 with a differentiated level of consultancy to the partner.
The CBM is responsible for managing their own coverage to deliver their own 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 is accountable for all decisions that impact the partner and Xerox, including pricing sign-off, marketing budget and service model budget.
MAJOR RESPONSIBILITIES
· Grow strong and strategic relationships with each channel partner
· Manage a differentiated experience for channel partners and customers
· The CBM needs to understand the local market place, the key players that operate within that market place.
· Identify, recruit, develop and retain valued partners for Xerox, providing business development support and expert advice including conducting a full risk assessment of Partner and the creation and implementation of a Partner engagement plan.
· To promote the Xerox GCO 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.
· Grow a wide and broad support network across all stakeholder groups and act as a catalyst to drive business
· Building an effective working relationship at a senior level to build trust and engagement with prospective new Partners. To be a trusted business advisor to new Partners to influence the strategic direction, sales coverage planning, Sales Management Process development and implementation, and resource investments.
· Advising and supporting the Partners to develop their first business plan with Xerox 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
· Provide Xerox teams with regular feedback on the market place, market trends, business risk, program’s effectiveness and Partners challenges and for proposing innovative solutions and actions plans.
· Manage the internal and external resource aligned to the partner as defined in the Accountability Matrix to ensure efficient resolution of partner issues
· The CBM needs to have a full understanding of the growth areas of our production portfolio as well as Workflow/Services.
· 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
BACKGROUND, EXPERIENCE AND QUALIFICATIONS
· Relevant university degree or post graduate degree (e.g. Business Management)
· Significant demonstrable track record and results in channel / partnership management
· Experience of operating in an indirect working environment, substantial sales and marketing experience in a channel sales environment, including competitor information
· An in-depth knowledge and experience of the GCO market place
· Successful proved track record of achieving and exceeding sales targets – particularly in developing new business streams.
· Successful proven track record of negotiating and influencing new business
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XEROX CORE COMPETENCIES
TARGET LEVEL
Client Focus -/demonstrating willingness to identify, understand and give priority to meeting the needs of the customer/
Advanced
Results Focus -/the drive and determination to achieve objectives, overcoming obstacles to deliver results/
Advanced
Embracing Change/-//the ability to work flexibly, adapting quickly to change and responding positively to new ways of working enabling us to thrive on change and constantly improve/
Intermediate
Corporate Citizenship –/maintaining and promoting social, ethical and organizational values in the working environment and all business activities. Placing the needs of the client and the goals of the organization above one’s own personal interests/
Intermediate
Teamwork & Collaboration -/displays enthusiasm and contributes to an effective team environment; demonstrates willingness to work cooperatively with others to deliver excellent customer service or to achieve a shared goal/
Advanced
Communication & Influencing -/the ability to communicate clearly and effectively with a wide variety of internal and external people, formally and informally, and where necessary to gain their agreement and acceptance/
Advanced
ROLE SPECIFIC COMPETENCIES
TARGET LEVEL
Supplier and Partner Management/-//The ability to effectively manage external and internal partners and suppliers, maximizing business benefits, reducing costs and minimizing risks to client delivery and satisfaction/
Intermediate
Business Acumen -/The ability to perform and make commercial decisions with insight, knowledge and intelligence/
Advanced
Information Gathering & Reporting -/The ability to obtain and use information effectively. This includes identifying the information needed, seeking that information from a variety of sources and being skilful in extracting & reporting information for business benefit/
Intermediate
Creativity & Innovation -/The ability to challenge current ways of doing things (conventional practices), adapt established methods to new situations, pursue ongoing process improvements, create and evaluate new solutions and ideas/
Intermediate
Industry Expertise/- Applying an in-depth industry expertise to resolve client and Xerox business issues and to address key business drivers/
Intermediate
Consultative Selling/– Identifies Xerox opportunities through an in depth knowledge of our customers’ strategic and business needs. Seen as a thought leader and sought out by the client for business advice/
Intermediate
Communicate Value/– Ability to effectively communicate and leverage delivered Xerox value to expand the client relationship and increase the share of wallet for Xerox/
Advanced
Navigate Political Environment -/ - The ability to identify, understand and deal with the political dynamics in the client organization and within Xerox to achieve your goal/
Intermediate
Engage Senior Executives through Thought Leadership/– Establishes position of business advisor as well as creates potential growth opportunities with client executives by demonstrating thought leadership and strategic thinking/
Advanced
Execute Client Strategy/– The ability to implement the strategic account strategy to maximize new opportunities while acting as the client advocate within Xerox/
Intermediate
ADDITIONAL ROLE REQUIREMENTS
Physical requirements & work environment: No unusual physical requirements. Light lifting and moving of computer equipment and related accessories may be required. Position may involve being located at or near the alliance partner headquarters, along with travel to various client/supplier/partner sites; travel may be extensive for periods of time relating to specific program assignments.
ADA statement: This role profile contains the key concepts and job responsibilities assigned to this position. It is a partial list of essential functions. Essential functions are an important part of the Americans with Disabilities Act (ADA) and Xerox Global Services is responsible for providing reasonable accommodations for qualified individuals with a disability for essential functions of a position. For more information about ADA, please consult the Human Resources Department.
This document is intended to provide a guideline to the job holder. It is not a definitive description of the role and does not form part of the employee’s contract of employment. Employees may be assigned duties either additional to or instead of those set out in this document and the job holder is subject to changes in line with the needs of the business.
Candidate Education:
Minimum Bachelor's Degree Relevant university degree (e.g. Business Management)
Preferred Master's Degree Relevant post graduate degree (e.g. Business Management)
Candidate Background: Skills, Knowledge & Ability:
Minimum requirements:
Significant demonstrable track record and results in channel / partnership management
Experience of operating in an indirect working environment, substantial sales and marketing experience in a channel sales environment, including competitor information
Solid understanding of P&L and balance sheets
An in-depth knowledge and experience of the market place in which Xerox operates
Successful proved track record of achieving and exceeding sales targets particularly in developing new business streams.
Successful proven track record of negotiating and influencing new business
Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox in the U.S. may request such accommodation(s) by sending an e-mail to accommodations@xerox.com
**Job:** *Indirect Channels*
**Organization:** *European Graphic Communications Group*
**Title:** *Channel Business Manager - New Business*
**Location:** *Austria-Vienna-Vienna*
**Requisition ID:** *14042509*
**Virtual/work from home?** *Yes*