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Purpose:

There are three key elements to this role:

• Grow SLED market share inside our DTP channel.
• Manage the SLED pipeline nationally through the DTP Channel Partners.
• Drive 2017 SLED coverage strategy for all DTP Partners nationally.

The purpose of this role is to coordinate the enablement of the DTP Channel Partners to capture (SOW) share of wallet.

The position will be accountable to manage and coordinate all DTP SLED program and pricing activity.

Management of the strategy and pipeline will be coordinated with the field resources (PBM/CBM/SPE) and will be a dotted line reporting relationship.

Scope:

Area Sales Director:

· The scope of role includes responsibilities for revenue performance, Partner relationships, managing value chain relationships and fiduciary accountability for key Xerox business processes (SLED Contracts.)

· The revenue target for this national assignment is approximately $50M.

· The opportunity for SOW is approximately 30% of a Partners current total revenue.

· The role holder is responsible for managing their business to deliver the relevant achievement of targets, driving the achievement of the field team and the successful coverage of Partners.

Sales Objectives

Responsible for attaining sales revenue growth objectives. Develops and implements strategic sales business plan s that supports continued profitable revenue growth.

Sales Product Complexity: Motivate, educate and coordinate the training of any sales personnel representing Xerox SLED business. This includes the PBM/CBM/SPE and all relevant Partner sales personnel on all pricing and programs related to SLED contract business.

Business Planning: Adapts and executes functional or departmental business plans.

Executive Lead: Take ownership of this green field opportunity and turn it into an organized, coordinated effort to capture this lucrative SLED market

Management: Provide leadership direction through other managers.

Coverage Strategy: The coverage responsibility of the role is national and includes approximately 200 channel Partners leveraging 30 Xerox sales professionals and over 1000 Partner sales professionals.

Overall Problem Complexity: Develops resolutions to diverse array of complex problems that require the frequent use of creativity.

Freedom to Act: Decisions & Judgment - Determines and pursues courses of

action to get desired results; Interactions - Interacts with management and senior customer personnel (C-level.)

Main Responsibilities

Area Sales Director:

50% Manage SLED enablement inside the DTP channel.

Accountable for developing a coverage strategy within the geography and implementing the appropriate coverage strategy for the territory that will ensure market coverage growth.

Manages operational performance and assesses DTP Partner performance: identifies performance gaps and provides feedback and coaching to improve performance.

Works with Account Team to develop effective sales strategies for major accounts and conducts client visits (cross Channel as appropriate.)

Manages collaboration and conflict by influencing key Xerox value chain partners across the XNA channel.

Manages expenses to budget.

Executive Support Lead:

SLED Enablement

25% Maintain alignment between executive requirements and project

Operations:

As a member of the management team

Decision team membership

Drive progress to plan

Inspect plan mileposts

Assess issues/action plans

Decision exceptions / trade-offs

Coverage - 25% Lead internal coverage plan to determine, roles and responsibilities, alignment/expansion of virtual support, and resources to cover/support our top 25 strategic partners.

Qualifications Candidate Education:

Minimum: Bachelor's Degree or equivalent

Preferred Master's Degree in relevant discipline, for example Business Management

Candidate Background: Skills, Knowledge and Abilities: Min/Preferred

Skills, Knowledge and Abilities

Able to work with a range of external and internal business partners, including company directors to achieve business objectives and build effective working relationships to develop trust and engagement.

Clearly understand the key drivers to achieving a set of objectives and the ability to use those drivers in a way that gains maximum levels of commitment from direct and indirect employees, peers, partners and senior management.

Clearly recognizes variances and similarities across a diverse range of employees, demonstrating behaviors that acknowledge differences and value them in the attainment of business objectives.

Experience of profit and loss accountability and overall budget management responsibility.

Strong commercial awareness of the sales and marketing processes within a high technology and two-tier distribution channel market. Clearly understands the core drivers within the channel marketplace and has the skills to develop the business between Xerox and its partners.

Significant demonstrable track record of superior results in channel / partnership business at a management level of which at number of years will have been at a senior level.

Experience of operating in an indirect working environment, substantial sales and marketing experience in a channel sales environment, including competitor information.

In-depth knowledge and experience of the market place in which Xerox operates.

Strong understanding of all business operations within Xerox.

Successful proven track record of negotiating and influencing new business.

Proven ability to involve and motivate people and teams, and business partners towards the achievement of core objectives, and proven success in ability to monitor individual and team performance and to address performance issues on a team and individual basis.

Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox.