Partner Business Development Manager
FUNCTIONAL AREA
Sales
REPORTS TO
General Manager Sales – NewField IT.
PURPOSE OF ROLE
To engage Xerox Concessions, Xerox Accredited Resellers, Xerox Partner Print Services accredited partners and Open Market Resellers.
SCOPE OF ROLE
To develop our channel to market with a focus on Channel Partners for all lines of business.
MAJOR RESPONSIBILITIES
You will be managing relationships with our partners and advising them on how best to use our products and services. The key lines of business you will promote into your nominated partners will be third party software* (Software Services), Toolsets (Asset DB & CompleteView) and NewField IT delivered Assessment / Consulting Services.
- Building relationships at all levels within the partners (C-level, Sales Management & Sales-force)
- Ensuring the partners understand NewField IT’s value proposition in each business line
- Owning the commercial conversation with the partner
- Identifying opportunities for the NewField IT support team to add value to the partner (e.g Technical Pre Sales, Implementation Support, Post implementation Support)
- Owning and achieving revenue targets on a quarterly basis
*offerings vary dependent on region
BACKGROUND, EXPERIENCE AND QUALIFICATIONS
Background
- Ideally from a channel based background in an external sales role, with experience of managing multiple partners across a large geography
- Experience of the Managed Print Services market place
- Familiarity with the Xerox product offering
- Understanding of print management / scanning / network faxing applications
Key Skills required
- Confident presenter & communicator
- Value based selling
- Engaging selling style
Other requirements:
- Driving License and appropriate vehicle with business insurance
- Willingness to work throughout the territory, sometimes with overnight stays.
- Legal right to work in country territory
- Live within the country territory