Xerox Corporation is an $7 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’s 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 make work, work.

Why work for Xerox?

As we evolve our business, we want you to evolve with us. 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. We will encourage you to develop your skills and aspirations in a Best Place to Work in Portugal that values work life balance and personal development.

Overview:

We are looking for experienced, enthusiastic, and professional Virtual Partner Account Managers fluent in local language, e.g., French for the French market, to join the VPAM team in Lisbon supporting the French market. The job holders are required to have a very strong background in sales as well as a good knowledge of the IT sector which would cover both hardware and supplies businesses.

The scope of the VPAM role includes responsibilities for sales performance, partner relationships and accountability for key Xerox business processes (out looking, marketing activity etc.). The VPAM’s responsibilities spans a number of partners across a defined geography in the Velocity channel in Xerox. This channel is typically defined by a higher volume of product and transactions.

Purpose:

• Support in French language the identified Channel Partners in their achievement of equipment, supplies and post-sale revenue objectives.
• Serve as the primary interface to existing and potential Channel Partners, engaging them in the Xerox value proposition to create win/win business partnerships.
• Accountable for developing a coverage strategy within the geography and implements the appropriate coverage strategy for the territory.
• Support the Channel Partner’s in innovating to develop new revenue and annuity streams for Xerox and our partners.

Primary Responsibilities:

• Supports development of sales strategies to drive the achievement of the Partner’s business and revenue objectives.
• Works in partnership with the Channel Partner to translate key business strategies into measurable objectives and plans for the Partner Principal to execute within their business (i.e. builds the business plan).
• Works in close partnership within country teams to ensure the Channel Partner coverage and strategy is optimized across the defined geography, engage potential Channel Partners in the Xerox Value proposition to forge new business relationships.
• Create new initiatives with partners to create opportunities for Xerox and value for clients.
• Acts as educator for channel partners on Xerox business, products, marketing tools and program activity.
• Manages operational performance and assesses the Partner’s performance; identifies performance gaps and provides feedback and coaching to improve performance. Input specific channel partner activity and information into the relevant Xerox business processes (e.g. out looking process, marketing activity etc.)
• Manages the Channel Partner relationship to enable win-win partnerships - this includes: effective two-way communications in adaptation of the Channel strategies, acts as a partner advocate and communicates “voice of the partner" to key Xerox personnel.
• Measure the Channel Partners post-sale opportunity, coordinate activities with Partners to convert this into revenue streams.

Requirements:

• As a minimum candidates are required to have demonstrated:
• Sales experience (at least 3 years).with a background of sales account management and overachievement of sales revenue targets, in an indirect working environment
• Channel experience - Experience working with Channel / Partner driven environment is required.
• Excellent Business Acumen and Relationship Skills. Ability to influence and implement strategic and tactical business change to external audiences
• Strong customer focus with a commitment to delivery of results.
• Fluent local language is vital.
• Excellent written and spoken English is essential.
• Excellent presentation skill and the ability to convey concepts and ideas effectively to a variety of audiences
• Required to travel (max 10%)