Xerox VP, USSP & Supplies in Rochester, New York


Job Summary

Responsible for Indirect Channels selling and management to maximize the revenue of the organization's products and / or services through a base of reseller partners, such as dealers, systems integrators, value added reseller (VAR's), distributors, retailers, Fed’l government and supplies.


The primary objective of the VP, US Solution Providers and Supplies role is to deliver balanced results (financial/customer/employee; short/long term) within US Channels Unit. This role is responsible for all A4 HW, post-sale, major accounts new business development and programs. Key metrics of success include the current and long-term effectiveness of attracting, retaining and developing a highly motivated group of sales, services and other support personnel to deliver sustained profitable revenue growth.


This position has both internal and external interface at the C-Level.

This role has a revenue accountability of approx $100M total equipment sale revenue and $300M in post-sale (sale out plan).

Position-holder requires high degree of credibility, business maturity / acumen, and interpersonal skills as decisions affect the blend and profitability of Post-Sale Revenue initiatives to support the business strategy. This enables US Channels Unit success as an Engine of Growth with the ability to deliver and sustain full business model results. Position-holder must also be credible with external customers and potential partners to ensure positive relationships are maintained and the Xerox brand is protected.

Candidate Education:

Minimum Bachelor's Degree Relevant university degree (e.g. Business Management)

Preferred Master's Degree Relevant post graduate degree (e.g. Business Management)

Candidate Background:

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

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

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

Minimum Successful proved track record of achieving and exceeding sales targets.

Minimum Successful proven track record of negotiating and influencing

Minimum Communicates well, both orally and in writing, and has the skill to influence through persuasion in a formal context

Minimum Demonstrates drive and determination to achieve objectives, overcoming obstacles to deliver results

Minimum A strong customer focus with a commitment towards delivering results

Minimum Ability to analyze and solve problems with innovative, creative solutions

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 Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

Title: VP, USSP & Supplies

Location: New York-Rochester

Requisition ID: 17004290

Virtual/work from home? Yes