Channel Business Manager
il y a 1 semaine
City: Brussels
State/Province: Brussels-Capital Region
Country: Belgium
Department: INDIRECT CHANNELS
Date: Wednesday, February 26, 2025
Working time: Full-time
Ref#: 20035213
Job Level: Experienced
Job Field: INDIRECT CHANNELS
Seniority Level: Associate
Description & RequirementsAbout 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.
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 (VARs), distributors, or retailers.
- The key purpose of the role is to gain strategy alignment and performance across a group of assigned channel partners who sell Xerox products, solutions, and services.
- The role holder is a major influencer of the Partner strategy and business performance. They are seen as a thought leader, industry expert, and sought out by the Partner for strategic advice on business development opportunities.
- The role holder is responsible for engaging with leaders of our channel partners to develop relationships based on achieving mutual, long-term business success.
Scope:
- Typically, the CBM CCSS role will carry a revenue target of $8M - $12M (dependent on country profile) which will be achieved by working with existing partners operating in the SMB market space.
- The CBM - XAR role will typically have an individual target of $2M - $4M per year (dependent on the country profile).
- The CBM is responsible for enabling our Partners to generate profitable revenue growth through a thorough understanding of the individual partners' business model and drivers, and a strong financial understanding, along with a wealth of business, market, and competitive knowledge.
- The CBM needs to have a full understanding of the growth areas of our portfolio and focus on the services element.
- The CBM is accountable for all decisions that impact the partner and Xerox, including pricing sign-off, marketing budget, and service model budget.
Primary Responsibilities:
- Grow strong and strategic relationships with each channel partner.
- Manage a differentiated experience for channel partners and customers.
- Promote the Xerox value proposition to the channel and all of its relevant components to the Partners based on the partners' business model and drivers.
- Grow a wide and broad support network across all stakeholder groups and act as a catalyst to drive business.
- Advise and support the Partners to develop a business plan to achieve the Partner territory plan both in terms of revenue and units across the product ranges.
- Analyze the Partners' short-term and long-term business and financial performance to identify areas for improvement.
- Manage the internal and external resource aligned to the partner as defined in the Accountability Matrix.
- Provide Xerox teams with regular feedback on the market place, market trends, business risk, programs effectiveness, and Partners challenges.
- Demonstrate a powerful and robust understanding of the partners through a detailed account management process.
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