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

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