Xerox Territory Partner Manager - Pacific North in San Francisco, California


• Sales contributor to our expanding indirect channel sales team.

• Responsible for selling office products and innovative solutions to resellers in an assigned territory and meeting revenue and unit growth objectives for Xerox and our partners through Xerox award winning channel programs.

• The Territory Partner Manager (TPM) is a major influencer of the Partner strategy and business performance. They are seen by the Partner as a trusted advisor on strategic business development opportunities.

• The TPM is responsible for engaging with owners/managers of our channel partners to develop long-term relationships and mutual long term business success.


Direct on-site role with assigned partner(s). 100% time expected to be spent in / with partner’s business. Expectation that this role will travel to a client of the partner or other partner locations.


  • The TPM position may require 50% or more travel in a given territory.

  • The TPM is responsible for unit and revenue growth primarily for Phaser printers and A4 Multi-Function devices. They will use the success of the Xerox Value proposition to provide advantages for the partner and benefits to the customer.

  • Typically, the Territory Partner Manager (TPM) role will carry an annual revenue target of $2M-$3M which will be achieved by working primarily with existing Silver Level program partners and new partners with a focus on their local market place.

  • The position includes salary and commissions.

  • The TPM will receive training on hardware, channel programs and innovative solutions which are key elements in the value proposition of selling the Xerox portfolio.

  • The TPM will also receive training on key internal and third-party solutions to further differentiate our hardware portfolio (e.g. ConnectKey, Xerox Easy Translator, Security, Mobile Print, Scan-to-Cloud).

  • The TPM will receive direction and mentoring from Peer Advisors, Channel Business Managers and Area Directors but is ultimately responsible for managing their own coverage to deliver the business sales goals. Face-to-face sales calls on partners and customers will be a key requirement.

  • The TPM will have support from various field and headquarter staff such as Channel Business Managers, Area Sales Directors, IT Solution Consultants, and Inside Partner Managers.

  • The TPM will be responsible for maintaining and growing a substantial forecast, driving sales cycles from beginning to close, submitting special pricing requests, MDF budgets, and tracking key activities.

Primary Responsibilities:

  • Grow strong and strategic relationships with each channel partner

  • Create a differentiated sales experience for channel partners and customers

  • The TPM will become knowledgeable on the marketplace and key players that operate within that marketplace.

  • Deliver Product and solution demonstrations of our Phaser Printers and WorkCentre devices to partners and end-user customers. Train partners to be demo capable.

  • Promote the Xerox value proposition to the Partners based on the partner’s business model and economic drivers.

  • Ensure partners understand their responsibilities and obligations within the partnership with Xerox.

  • Introducing innovative ideas, challenging current thinking and achieving support from key stakeholders.

  • Analyze the Partners short-term and long-term business and financial performance to identify areas for improvement.

  • Provide Xerox teams members with regular feedback on the marketplace, market trends, business risk, program effectiveness and Partners challenges and for proposing innovative solutions and actions plans.

Candidate Education:

Minimum Bachelor's Degree in a relevant field of study

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

Candidate Background:

  • 0-2 years of sales experience

  • Strong Communication and follow-up skills

  • Leadership skills

  • Exceptional interpersonal and presentation skills

  • Time Management Skills

  • Demonstrate business maturity and strong financial acumen

  • Understands the fundamentals of running a small business (e.g. revenue, cost, profit, sales, marketing)

  • Conveys professionalism and credibility

  • Effectively drives results by working with others

  • Overnight travel will be required to meet partners in the territory.

  • Valid Driver’s License

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

Title: Territory Partner Manager - Pacific North

Location: California-San Francisco

Requisition ID: 17003754

Virtual/work from home? Yes