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Xerox National Sales Manager - Indirect Channels in Boston, Massachusetts

National Sales Manager - Indirect Channels

General Information

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United States




Tuesday, February 28, 2023

Working time




Job Level

Individual Contributor

Job Type


Job Field


Seniority Level

Mid-Senior Level

Description & Requirements

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About Xerox Holdings Corporation

For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power today’s workforce. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients — no matter where that work is being done. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things and cleantech. Learn more at and explore our commitment to diversity and inclusion. (

The FITTLE Sales Representative will be responsible for Business development:

  • Enhancing our level of Business towards targeted existing Partners with whom FITTLE wants to expand and grow its wallet on new business categories named as ‘3rd Party’ i.e. Telcom-IT-Professional Audio visual Equipment-Non Xerox Print/Copiers-Postal & Finishing equipment & Software.

  • Identifying key Partnership opportunities needed to grow. Targeting, engaging, and onboarding brand New Partners for FITTLE and focusing on specific ‘3rd Party’ business and growth opportunities.

  • Managing achievement of Xerox Finance revenue generation, and Yield targets by effective engagement and Business support of external targeted Channel Partners and Customers.

  • Develop and promote the selling of FITTLE offerings and programs through selected channel Partners & route to Market.

  • Integrate FITTLE into recent /future acquisitions to drive incremental originations growth.

  • Negotiation of existing Partner T&Cs that must adapt to reflect the new FITTLE/Partner partnership and Business offerings on ‘3rd Party’ XFS will support and fund for them

  • Negotiation of T&Cs that will enable the onboarding of New Business Partners focusing on ‘3rd Party’ Business for XFS.

  • To ensure that all business is profitable and written in accordance with FITTLE and Xerox Finance policies and Governance processes

  • Set the appropriate Partner Sales coverage plan that will enable the required Partner business support & focus to meet the Business objectives

Principal Accountabilities:

  • Achieve Business targets through bespoke coverage & support of specified Partners and customers.

  • Able to manage and propose complex lease contract structure in multiple business hydraulics to cope with Partner/Customer business requirements.

  • Provide regular and accurate forecasts of business including specifics on "large deals"

  • Identify and develop Partner business relationships with key influencers and decision makers

  • Share on FITTLE offerings and Business practices at Partner level - Support & train their respective Sales teams to enable best appropriate knowledge of the FITTLE offerings so that Partner/Partner Sales force ensure they close Business that ensures adherence to internal code of conduct and guidelines, and which drives business to FITTLE that is profitable

  • Develop a business plan for each of the partner in responsibility to enable sustainable revenue growth

  • Be market & financing competitors connected and identify growth opportunities & offerings. Comprehend unique requirements for Partners and customer segments.

  • Develop a channel/Partner expansion plan for your Geography that enable to assess, target, engage and onboard new Partners to FITTLE

  • Involvement within "Large Deals" together with the Partner at a customer level

  • Coordinate and analyze market and Partner feedback requirements to always adapt coverage, offerings, marketing initiatives that must best help grow our FITTLE Originations

  • Effective coaching and training to all Partner staff in aspects of Finance function and leasing specifics ie. Ilease system, iLease mobile app Deal Submission Tool or digital signature tools

  • Support and present formal leasing training material

  • Ensure Partner database and contact details are maintained

  • Comply with the Activity reporting process in place within your Organization.

Candidate Requirements:

  • You will have a strong record of ‘Business-to-Business’ experience gained within a Sales and / or Leasing environment preferably within a Blue Chip organisation.

  • You have a strong knowledge of the Print, MPS, IT, Software, Solutions & Services business and are a recognized/known professional on the market

  • Must have excellent interpersonal skills, be highly numerate, Print & IT literate

  • You will need to be self-motivated and self reliant with strong Commercial, Customer and Business focus

  • Ability to develop internal & external Business relationships.

  • Ensure database, contact details, critical Business information are captured, maintained and updated

  • Be a ‘Team player’

Skills & Abilities:

  • Flair for Customer interface on a business to business basis

  • Problem solver, and pro-active to take the necessary actions and decisions to support and meet customer requirements

  • Commercially aware

  • Excellent telephone skills with clarity of verbal communication and confidence

  • Excellent listening skills

  • Effective written business communication skills

  • Evidence of planning and organizing and preference for working within a disciplined structured environment

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. Learn more at and explore our commitment to diversity and inclusion: People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to Be sure to include your name, the job you are interested in, and the accommodation you are seeking.