Channel Partner Manager

About the role

This position is part of a rapidly growing organization within Xerox focused on driving significant growth in the office equipment dealer channel. The Channel Partner Manager will develop and maintain account relationships with select dealers in a specific region/territory, 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.

Responsibilities

• Manage, plan, and execute all sales activities, training events (including service), and marketing opportunities with dealer accounts for a region.
• Work cross-functionally with teams from service, industry marketing, finance, and training to manage internal relationships from both local geography and global support team.
• Identify new revenue opportunities for dealers utilizing offerings from Lexmark including hardware, software, and services.
• Work with a dealer at the end-user level, identifying industry-specific trends, challenges, and opportunities.
• Deliver and/or coordinate resources to provide consistent and quality sales, service and solutions training.
• Conduct quarterly business reviews with partner executives to review mutual revenue and strategic objectives.
• Build strong relationships and communicate effectively to persuade and motivate dealer sellers to position Xerox offerings to their customers.
• Identify needs of dealership and adapt training and communication as required.
• Deliver compelling training that motivates dealer sellers to position Xerox offerings to their customers.
• Manage funnel and territory practices to deliver on monthly sales targets.

Requirements

• 3–5+ years of sales experience in the print industry.
• Bachelor’s degree preferred.

Skills

• Intimate knowledge of cost-per-page offerings and understanding of various financing alternatives.
• Proven ability to work with a dealer at the end-user level, identifying industry-specific trends, challenges, and opportunities.
• Strong relationship-building skills, along with excellent communication and persuasion skills.
• Proficiency with funnel management and territory management practices that will deliver on monthly sales targets.

Travel

• Regular territory travel to dealer offices in the Texas territory (predominantly driving).
• Occasional overnight travel is required.
• The candidate should be based in or easily commutable within the marketplace.