Sales Executive II

Indirect Channels Manager

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 resellers (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.