City: Lisbon

State/Province: Lisbon

Country: Portugal

Department: Sales

Date: Thursday, June 9, 2022

Working time: Full-time

Ref#: 20016760

Job Level: Individual Contributor

Job Type: Experienced

Job Field: Sales

Seniority Level: Associate

Description & Requirements

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, 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 www.xerox.com and explore our commitment to diversity and inclusion.

Swiss French/German speaking partnership with sales team and customers

• Works in partnership with the Channel Partner to translate key business strategies into measurable objectives and plans for the Partner Principal to execute within their business (i.e. builds the business plan)


• Supports development of sales strategies to drive the achievement of the Partner?s business and revenue objectives


• Manages operational performance and assesses the Partner?s performance; identifies performance gaps and provides feedback and coaching to improve performance


• Manages the Channel Partner relationship to enable win-win partnerships ? this includes: effective two-way communications in adaptation of the Channel strategies, acts as a partner advocate and communicates ?voice of the partner? to key Xerox personnel and manages contract compliance (performance & ethical compliance)


• Accountable for developing a coverage strategy within the geography through; identifying the appropriate segmentation of the territories within the geography, engaging potential Channel Partners in the Xerox Value proposition to forge new business relationships and recruiting the right mix / profile of Agent Partners


• Engages, directs, and influences Xerox resources to sell and support Xerox solutions within the Partner?s organization


• Manages collaboration and conflict by influencing key Xerox value chain partners across the Channel Partner landscape

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 services and solutions through channel partners.


• Works with client management teams to define, design and execute different solutions and/or services initiatives.


• The role holder is accountable for developing and executing sale pursuit plans to optimize new and additional signings within a defined set of accounts.

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


• Plan and deliver pursuit through building internal sponsorship as well as client sponsorship


• Support successful conclusion of the pursuit including contract negotiations with the client


• 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 solution design

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 www.xerox.com 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 [email protected]. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

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