Xerox Channel Sales Executive in Istanbul, Turkey

  • Grow strong and strategic relationships with each assigned partner

  • Understands the local market place, the key players that operate within that market place

  • Promotes the Xerox value proposition to assigned Partners based on the partners business model and drivers

  • Ensures Partners understand their responsibilities and obligations within the partnership with Xerox

  • Build and maintain relationships with key contacts within each partner – executive, sales, marketing, procurement, technical support (pre and post sales), and finance

  • To be a trusted business advisor to the Partners to influence the strategic direction, sales coverage planning, MIF Management, Sales Management Process development and implementation, and resource investments

  • Advising and supporting the Partners to develop a business plan to achieve the Partner territory plan both in terms of revenue and units across the product ranges. Introducing innovative ideas, challenging current thinking and achieving support from the key stakeholders

  • To analyze the Partners short-term and long-term business and financial performance to identify areas for improvement and consulting with the Principal to develop action plans to close any strategic gaps, regularly reviewing the identified areas to measure improvement levels

  • Educates partners on marketing programs and resources. Manage the marketing activities of the channel territory. Drive marketing team to provide tools and resources needed for end-user demand generation activities with partners. Provide feedback and ROI metrics

  • Sales Pipeline and Forecasting: Drive and track pipeline of sales opportunities. Work with partners to accurately forecast quarterly territory sales by product and partner

  • Delivers yearly assigned territory revenue and profit targets

  • Creates and maintains detailed account plans for all defined and selected accounts with Partners to ensure understanding of the client, industry sector, and ensure clarity of client issues and to demonstrate credibility and trust with the client

  • Actively supports sales cycles and major customer engagements by bringing specific knowledge and experience to the opportunity

  • Ensure Partner teams’ IT industry, technical, solution and product knowledge is continuously updated and improved

  • Education Desired: BA/BS. MBA preferred

  • Five or more years successful proven track record gain within a customer focus environment

  • Proven ability to inspire, lead, motivate and influence customers, sales professionals and senior management

  • Significant demonstrable track record and results in channel / partnership management

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

  • An in-depth knowledge and experience of the market place in which Xerox operates

  • Solid understanding of P&L and balance sheets

Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

Title: Channel Sales Executive

Location: Turkey-Istanbul-Istanbul

Requisition ID: 17003108

Virtual/work from home? No