Xerox Corporation Virtual Channel Business Manager Full Time in Saint John, NB

Xerox Corporation

Branch Saint John NB CA

Virtual Channel Business Manager
Saint John, NB

Minimum Possess a valid driver’s license (the license may not include restrictions related to a DWI/DUI conviction) and a satisfactory driving record as…

Virtual Channel Business Manager(

Job Number:



Xerox Corporation (NYSE: XRX) 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’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 automate, personalize, package, analyze and secure information to keep our customers moving at an accelerated pace.
Learn more at www.xerox.com


  • 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.


  • 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 unit target of 700-1,000 devices which will be achieved by working primarily with existing Silver Level program partners and new partners with a focus on the small-medium business (SMB) market place.
  • 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. Security, Mobile Print, Scan-to-cloud).
  • The TPM will receive direction and mentoring from 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 advantage.
  • 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 submit to the CBM/AD for review: special pricing requests, MDF budgets, and sales forecasts.

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 local market place and key players that operate within that market place.
  • 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 by consulting with CBM/AD on action plans.
  • Provide Xerox teams members with regular feedback on the market place, market trends, business risk, program effectiveness and Partners challenges and for proposing innovative solutions and actions plans.
  • The TPM will be expected to perform the role in adherence to the Channel Management Operational Excellence Standards


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: Skills, Knowledge & Ability:
Minimum Leadership skills
Minimum Excellent presentation and interpersonal skills both written and oral
Minimum Strong organization, prioritization and time management skills
Minimum Effective communications skills, strong business acumen and financial skills
Minimum Understands the fundamentals of running a small business (e.g. revenue, cost, profit, sales, marketing)
Minimum Ability to convey concepts and ideas effectively to a variety of audiences
Minimum Demonstrates drive and determination to achieve objectives, overcoming obstacles to deliver results
Minimum Occasional overnight travel required.
Minimum Possess a valid driver’s license (the license may not include restrictions related to a DWI/DUI conviction) and a satisfactory driving record as determined by Xerox (note that all individuals whose job responsibilities may include driving are subject to periodic motor vehicle records checks).

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 [email protected]

Primary Location

Canada-New Brunswick-Saint John

Virtual/work from home? No



Employee Status


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Employment Type: Full Time
Location: Saint John, NB, CA
Posted on: 2018-04-04
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