Sales Executive I, Indirect Channels (PBM

Employer - Xerox Corporation
Job title - Sales Executive I, Indirect Channels (PBM

Job Description

(Job Number: 20000348) Xerox (NYSE: XRX) makes every day work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at and explore our commitment to diversity and inclusion.

Purpose of Role
Accountable for identifying key, targeted prospects to driving end-to-end sales cycle of Xerox’s Partner Print Services (XPPS), a Managed Print Services offering.
Engage and align System Integrators (SIs), Channel and Alliance partners to meet Key Account client requirements and fulfil XPPS contracted requirement
Partner with Technology & Channel on go-to-market / platform partner engagement, development of joint go-to-market initiatives, XPPS pipeline development
Train System Integrators, Channel and Alliance partners on XPPS offering
Support all selling activities and initiatives involving alliance to deliver incremental revenue for Xerox through Xerox Print Partner Services (XPPS).
Ensuring compliance with corporate third party arrangement policies Scope of Role :-
Impact of role is considered strategically significant to Managed Print Services (MPS) offerings.
Whilst delivering revenue plan the role is also to provide drive and focus on the programmes and activities that deliver the sales out performance of the partnerships.
The BDM, MPS needs to have a full understanding of the growth areas of our portfolio and focus on the XPPS offering
The BDM, MPS must be proficient at identifying, spotting and developing MPS opportunities through to conducting assessments and closing XPPS pursuits.
Direct, XPPS revenue plan achievement
Major Responsibilities :-
Manage relationship in the defined set of accounts within the vertical at C level and key influences at customer location verticals.
Builds and deploys Xerox partnership with the strategic MPS partners in the respective regions.
Defines the vision and main strategic objectives of the engagement, taking personal accountability for the mutually agreed business goals.
Acts as trusted advisor to alliance partners and T&C business lines on business and strategic issues
Analyses partnering opportunities in the region and engage partners to XPPS based on the business plans and goals of the partnership.
Strategic selling: Articulate relevant Xerox MPS solutions and offering to address customer needs by maintaining relationships with large strategic MPS System Integrators (Sis) and Alliance partners for joint offerings to prospective clients.
Acts as educator for Channel partners on Xerox MPS offering and market strategies for their own products and strategies for the Xerox partner to capture MPS opportunities with our XPPS offerings
Participates in and supports partner account engagement and marketing activities. Leads, motivates, mentors and develop the partner’s selling resources directly and/or indirectly to build business capability
Support new business partners with skills and competencies required to ensure revenue streams are effectively delivered in a timely manner for both Xerox Technology and XPPS offering
Actively engage and influence the sales force of the business partner to ensure that the

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Job Location Gurgaon, Haryana
Date Posted 14 Feb 2020
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