Xerox Technology Business Manager - role based in Dubai in Dubai, United Arab Emirates

T * echnology Business Manager *

Reports to Head of Production Technology

Purpose of Position To manage operational performance of the Technology business through our exclusive partner network in order to achieve revenue and profit performance objectives, while ensuring strategic alignment to corporate priorities throughout our channel operation. The person in this role will be recognized as a subject matter expert in the area of the technology business for which he/she is responsible.

Scope Supporting specific MEO territory – based in Dubai

Principal Responsibilities

  • Identify and develop business relationships with key influencers and decision makers of distributor partner organizations.

  • Set objectives for partner business and agree annual partner plan which details equipment/software revenue targets, strategic direction and tactical actions that will be employed to achieve.

  • Solve a diverse array of complex problems around organizational design, skill development, sales management, market segmentation, coverage expansion, post sale growth while taking a holistic view to develop solutions.

  • Programme Management such as MIF churn, specialty applications development, cost competitiveness, tactical incentives.

  • Manage product launch process collaboratively with the product management team to ensure specialist product skill is developed at partner level.

  • Ensure product requirements from the field are fed back to DMO so they can be incorporated future product iterations.

  • Collaborate with HQ integrated marketing function and local partner marketing team to develop promotional plan, agree marketing budgets and ensure brand fidelity.

  • Ensure placement and implementation of strategically relevant solutions that enhance Xerox value to organization such as workflow, colour management, job tracking, accounting, security etc.

  • Manage relationships and facilitate cooperation with key contacts in partner CSO, MPS, Major accounts/channel organization and third party alliances.

  • Utilize knowledge sharing tools such as DocuShare, Partnernet, Smartcentre, buildyourown, MIF migration tool to facilitate the timely flow of accurate information flow.

  • Drive postsale business development consultancy programme in conjunction with partner resources and third party support to drive annuity page volume and post sale revenue.

  • Monitor and take corrective actions on business profitability – working with pricing to give input to approvals, seeking to maximize results.

  • Develop training continuum and take lead on improving skill level of partner sales people through combination of web based learning, face to face courses and field mentoring.

  • Understand current business trends, analyze impact of trends on local markets and ensure partners are faced off against key business opportunities.

  • Negotiate pricing levels and conduct analysis of competitive environment to balance competitiveness of total Xerox technology offering.

  • Oversee market segmentation initiatives to assess coverage of key vertical market opportunities, while formulating and implementing plans to fill coverage gaps including new channel recruitment.

  • Develop transparent channel friendly SMP using to create transparency of partner pipeline and improve suppy/demand forecast accuracy.

  • Develop process to monitor major tenders and project-manage solution development and deal construction for high visibility/strategically important accounts.

  • Ensure field activities align to corporate strategic priorities and influence partners to make investments consistent with these priorities.

  • Manage Premier Partners programme engagement, facilitate regional collaboration among PPs and drive recruitment initiatives to expand the network.

    Skills/Essential Competencies

  • Leadership/Team Management - Able to involve and motivate staff and business partners towards the achievement of core objectives. Actively anticipates customer needs and exerts influence on customers. Very comfortable interacting with senior level management and customers.

  • Strategic - Business vision, critical thinking, under-pressure excellent performance capability, teamworker, customer and results oriented, excellent interpersonal skills, fully committed, leadership.

  • Communication - Ability to effectively communicate using a range of verbal and written communication skills. Especially important is the ability to communicate appropriately within a diverse multi-cultural environment and across the full range of business disciplines.

  • Multi-Cultural - Clearly recognizes variances and similarities across a diverse range of cultures, demonstrating behaviors that acknowledge differences and accommodate them in the attainment of business objectives.

  • Change Orientation - Able to work within a very fast changing environment and to manage in situations where there is a high degree of ambiguity, uncertainty and volatility.

  • Personal Characteristics - Fluent English required. PC literate. Highly results driven and able to work autonomously reliant on ones own judgment except for the most complex of circumstances.

  • Analytical – Can synthesize data from multiple sources quickly in order generate fact-based solutions to a diverse range of complex problems.

  • Commercial Understanding - Knowledge of all business operations, including the core drivers within the sales and marketing process. Understands the financial impact of decisions including margin, volume and likely impact on market share. Able to work effectively across different business functions.

  • Marketing - Understand the range of effective marketing tools available. Able to work with a range of external and internal business drivers, including company Directors to achieve business objectives.


  • Some combination of experience in technology sales, business management, marketing strategy, channel management, business development. Extensive knowledge of one or more key business processes, and systems integration.

  • Proven track record of achievement

  • Strong negotiation skills & excellent relationship builder


  • Degree level or equivalent

    Measures of Accountability

  • VAR/reseller territory activity and revenue results versus plan

  • MIF retention targets

  • Customer satisfaction

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// ////

Job: Indirect Channels

Organization: DMO/DMO Operations

Title: Technology Business Manager - role based in Dubai

Location: United Arab Emirates-Dubai

Requisition ID: 16027869

Virtual/work from home? No