Channel Business Manager job in Los Angeles, CA| Recruit Arrow
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Channel Business Manager
Location : California, Los Angeles
Refer job # SWZZ338110
Job Responsibilities and Requirements: Primary Responsibilities: Grow strong and strategic relationships with each channel partner. Manage a differentiated experience for channel partners and customers. Gain an understanding of the local market place, and the key players that operate within it. Promote the Xerox value proposition to the channel and all of its relevant components to the Partners based on the partners business model and drivers. Ensuring Partners understand their responsibilities and obligations within the Xerox partnership. Grow a broad support network across all stakeholder groups and act as a catalyst to drive business. Building an effective working relationship at a senior level to build trust and engagement from the Partners. Be a trusted business advisor influencing the Partners to influence the strategic direction, sales coverage planning, MIF Management, Sales Management Process development and implementation, and resource investments. Advise and support Partners in developing a business plan to achieve the 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. 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. Rationalization of the channel through termination of relationships with failing channel partners without a negative impact to Xerox. Manage the internal and external resource aligned to the partner as defined in the Accountability to ensure efficient resolution of partner issues. Provide Xerox teams with regular feedback on the market place, market trends, business risk, program s effectiveness and Partners challenges and for proposing innovative solutions and actions plans. The CBM should demonstrate a powerful and robust understanding of the partners through a detailed account management process, including documentation of relevant partner and Xerox information The CBM will be expected to perform the role in adherence to the Channel Management Operational Excellence Standards. Qualifications Desired: BA/BS in Marketing, Business Administration required. Master's degree is a plus. 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. Solid understanding of P&L and balance sheets.
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