Xerox USCU Managed Print Services, Engagement Consultant - PacificWest in California

Purpose of Role

The primary objective of the Engagement Consultant is to educate, enable and support our partners in the growth of their MPS program and strategic services business with Xerox. This role plays a key field enablement and growth function within USCU. Resources in this role will have a deep understanding of consulting services, Xerox USCU MPS offerings, and next generation partner-oriented innovation strategies that lead to revenue / profit growth and market leadership.

These individuals are subject matter experts in Managed Print Services and have proven skills and abilities to teach, evangelize, sponsor, support and guide partners to growth and success with Xerox strategic services. A successful Engagement Consultant possesses a blend of critical skills such as; Senior Level Relationship Management, Business Process Expertise, Ability to Investigate, Articulate (or possesses) a fundamental understanding of the Competitive Landscape for Partner MPS Offerings, Personnel and Program Development, Development of MPS Sales and Strategies, Project Management and Services Consulting experience, and Ability to become the Partners’ Trusted Advisor to enable Xerox Partner MPS growth.

Engagement Consultants work to build cohesive partner teams by establishing strong professional relationships and credibility with aligned partner employees and management. They are a trusted advisor, available and counted on to help our partners position Xerox as the first and foremost option for their business and for their clients. They collaborate with the USCU field resources (CBM / PBM / etc) and are respected for their expertise, deep knowledge and commitment to strategic growth through partner enablement. They share in the vision for profitable revenue growth and plan overachievement by both USCU and our partners.

Scope of Role

The Engagement Consultant will report to the Director of USCU MPS and is an active participant in the MPS and services innovation community of practice within Xerox and across the USCU partner network. Each Engagement Consultant will be assigned to a USCU field region and is a critical member of the region team, working strategically within the region to drive MPS and strategic services growth

Major Responsibilities

  • Participate in region and partner program / account planning, targeting and plan execution.

  • Remain consistently active in partner development, training, communication, advising, consulting, and co-selling. Co-own the effort to significantly reduce the time-to-first revenue (MPS) for new partners and the goal to double first year revenue yield.

  • Become a “trusted advisor” with key regional partners and the “go-to” expert / source for Managed Print Services and Xerox Services innovation.

  • Act as the primary (SME) Subject Matter Expert on MPS and associated programs for regional personnel – assisting in the development of appropriate communications, knowledge and best practice sharing, training and new market development.

  • Collaborate and partner with Xerox MPS Sr. Consultant aligned to partner region to create a cohesive representation of partner support for MPS program stability, growth, and sales pursuits.

  • Remain an active participant and contributor to the offer innovation efforts, program management and market ingestion.

  • Leverage a standard planning tool that outlines a path for each significant partner – or class of partner – to grow their MPS / XRX business substantially. A plan should be developed for each partner, tracked and managed.

  • Assist in new partner recruitment efforts to help attract new members to USCU and help ensure MPS is on their planned agenda for the XRX relationship.

  • Balance partners current MPS offers (non-Xerox) and demonstrate value-add from Xerox to position XRX offers in the foreground.

  • Assist active partners with the knowledge, leverage and integration of key non-XRX value add elements that complete a more competitive offer portfolio.

  • Own responsibility for regional MPS targets for growth and profitability.

  • Leverage personal knowledge and network to enable partners to have the appropriate internal contacts and knowledge network to get answers and support necessary to demonstrate the highest quality support and backing available in the market (e.g. virtual MPS personnel).

  • Focus on increasing the average USCO MPS deal by a factor of 10X, with a willingness to personally support partners on qualified large opportunity pursuits.

  • Identify, pursue and close services opportunities that leverage the company’s global successes and maximize cross-selling opportunities

  • Leverage critical Xerox tools (e.g. Newfield, Business Case, SOW, PM, RACI, etc.) with and for our partners – allowing them to properly use these tools to our collective advantage. As with all Xerox IP, protection of Xerox property is part of this mission.

  • Capable of analyzing and solving complex business problems by understanding the situation and applying technical knowledge, business principles and established company protocols.

  • Become the “trusted advisor” on solutions that address the partner’s business challenges

  • Participate with the region team sales organization in account planning with targeted partners

  • Provide the business rationale and risk assessment to management for making investments in the partners to develop business

  • Leverage the global channels MPS team to develop a model for best practice replication and constantly improving market penetration.

  • Assist partners in leveraging any and all appropriate resources to deepen our relationship(s) and grow our collective business.

Background, experience and qualifications

  • Developed and executed business strategies to substantially increase revenue/bookings

  • Plays a leading role in the business development cycle by crafting strong solutions, demonstrated consultative selling and partner / market skills.

  • Competence in managing the complete lifecycle of the complex relationships and selling cycles.

  • Developed strong C-Level partner relationships and strong partner consulting / technical; relationships.

  • Demonstrated ability to consistently and effectively leverage the myriad of market-based tools from Xerox.

  • Demonstrated ability to develop a P&L, partner / market / account strategy.

  • Ability to work in a self-directed manner and remain consistently active in the field with partners. Specific Knowledge/Skills/Personal Attributes:

  • Possess an expert level and business processes acumen

  • Sufficiently technical to lead consulting solutions design and sales

  • Ability to manage P&L and partner plan

  • Ability to leverage existing service portfolios and identify creative new offerings to grow revenues

  • Strong leadership skills

  • Ability to ensure the highest levels of partner satisfaction regarding engagements and contractual commitments

  • Team-oriented style and manner to work collaboratively and effectively in a matrixed organization

  • Ability to creatively position the company’s value propositions

  • Strong partner and client interfacing skills at C-Level

  • Business consulting skills required -Speaking/presentations, listening, facilitation, root cause analysis, influence decisions, technical writing. Ability to understand organizational change management concerns

  • Business consulting skills–negotiations, assessments, project management.

  • XEROX CORE COMPETENCIES & TARGET LEVEL XEROX CORE COMPETENCIES ARGET LEVEL Client Focus - demonstrating willingness to identify, understand and give priority to meeting the needs of the partner / customer Advanced Results Focus - the drive and determination to achieve objectives, overcoming obstacles to deliver results Advanced Embracing Change - the ability to work flexibly, adapting quickly to change and responding positively to new ways of working enabling us to thrive on change and constantly improve Advanced Corporate Citizenship – maintaining and promoting social, ethical and organizational values in the working environment and all business activities. Placing the needs of the partner and client and the goals of the organization above ones own personal interests Intermediate

  1. Teamwork & Collaboration - displays enthusiasm and contributes to an effective team environment; demonstrates willingness to work cooperatively with others to deliver excellent customer service or to achieve a shared goal Advanced Communication & Influencing - the ability to communicate clearly and effectively with a wide variety of internal and external people, formally and informally, and where necessary to gain their agreement and acceptance Advanced ROLE SPECIFIC COMPETENCIES TARGET LEVEL Leading Virtual Teams - The ability to lead, motivate and inspire a virtual team to excel and deliver customer and organizational goals. Intermediate Managing Projects and Programs – The ability to manage projects and programs effectively and efficiently – utilizing optimum tools, methodologies and techniques - to ensure delivery of the right quality, at the right time and to the right cost. Advanced Supplier and Partner Management - The ability to effectively manage external and internal partners and suppliers, maximizing business benefits, reducing costs and minimizing risks to client delivery and satisfaction. Intermediate Business Acumen - The ability to perform and make commercial decisions with insight, knowledge and intelligence. Advanced Leveraging Expertise - Taking advantage of the whole range of expertise and intellectual capital available within the company and externally through partners and professional networks. Advanced Information Gathering & Reporting - The ability to obtain and use information effectively. This includes identifying the information needed, seeking that information from a variety of sources and being skilful in extracting and reporting information for our business benefit. Advanced

  2. Creativity & Innovation - The ability to challenge current ways of doing things (conventional practices), adapt established methods to new situations, pursue ongoing process improvements, create and evaluate new solutions and ideas. Advanced

  3. Analytical Problem Solving - The ability to analyze issues and to find resolution to problems by using a rational, systematic approach. Advanced Industry Expertise - Applying an in-depth industry expertise to resolve partner / client and Xerox business issues and to address key business drivers. Intermediate Consultative Selling – The ability to identify Xerox opportunities through an in depth knowledge of our partners’ strategic and business needs. Seen as a thought leader and sought out by the partners for business advice. Advanced

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 in the U.S. may request such accommodation(s) by sending an e-mail to accommodations@xerox.com

Job: Strategy

Organization: Channel Strategy & Operations

Title: USCU Managed Print Services, Engagement Consultant - PacificWest

Location: California

Requisition ID: 17000886

Virtual/work from home? Yes