Xerox XPPS Sales Specialist in Germany

About Xerox

Xerox Corporation is an $11 billion technology leader that innovates the way the world communicates, connects and works. Our expertise is more important than ever, as customers of all sizes look to improve productivity, maximize profitability and increase satisfaction. We do this for small and mid-size businesses, large enterprises, governments, graphic communications providers, and for our partners who serve them.

We understand what is at the heart of work – and all of the forms it can take. We embrace the increasingly complex world of paper and digital. Office and mobile. Personal and social. Every day across the globe – in more than 160 countries – our technology, software and people successfully navigate those intersections. We automate, personalize, package, analyse and secure information to keep our customers moving at an accelerated pace.

Why work for Xerox?

As we evolve our business, we want you to evolve with us. The dynamics of a globally operating business will provide you with opportunities to face new challenges and learning opportunities. We will not only provide you with the development and support you need to succeed, but a suite of learning platforms and opportunities to help you get to where you want to go.

You have the opportunity for work from home and in addition the open space office located in Neuss as well as an established remote working environment foster communication and collaboration. Employee Assistance and Health Programs provide support.

The Role

We are looking for an experienced, ambitious and passionate Sales Specialist to sell the XPPS (Xerox Partner Print Services) offering of managed print services and solutions to our Channel Partner. The role is associated with major influence of partner strategy and business performance as well as with drive through the XPPS strategy within country. You will work with the Channel Business Managers to select, identify, manage and on-board partners to deliver XPPS in the market place.

Main Responsibilities

  • Work collaboratively with the Channel Business Managers to support partners to generate incremental XPPS business and drive growth

  • Identify, recruit and develop existing partners to enable them to go to market with the XPPS offering and identify potential new XPPS partners

  • Build effective working relationships at a senior level within the partners to build trust and engagement and act as trusted business advisor on the XPPS offering

  • Advise partners on the development of their first XPPS sales pursuit to ensure success through validation of the proposition to the end-customer, articulation of the value proposition to the customer in line with their business drivers, correct alignment of partner resource and the impact of sales tools and systems suites

  • Promote the XPPS offering to the channel and all of its relevant components to the partners based on the partners business model and drivers, support partners to implement their activities in leading with an XPPS offering effectively

  • Build a comprehensive knowledge of the XPPS suite of tools and systems, and how these benefit the partner, and how they can be integrated into the customer business

  • Provide Xerox teams with regular feedback on the market place, trends, programme effectiveness and partners challenges in deploying XPPS

  • Understand the local market place, the key players and the strategies that exist in the market place relative to managed print services

Qualifications, Key Skills and Experience

  • Degree in relevant subject such as economy and/or IT, additional certificates in Project Management and / or IT Consulting are desired

  • Significant demonstrable track record and results in channel / partnership management, sales engagement and negotiations with partners

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

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

  • Successful proven track record of achieving and exceeding sales targets – particularly in developing new business streams

  • Technical knowledge regarding FollowMe, Document Capture, Print driver, MS Print Server, Output Management and MS infrastructure

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

  • Ability to influence through persuasion in a formal context associated with excellent communication skils

  • Fluent German and English language skills, both verbally and in writing

Title: XPPS Sales Specialist

Location: Germany

Requisition ID: 18002591

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.