Enterprise Channel Business Manager

About Xerox Holdings Corporation

For over a century, Xerox has transformed the way workplaces operate by leading in office and production printing technologies, and has expanded into software and services to empower today's and tomorrow's hybrid work environments. Xerox continues to innovate to offer client-focused, digital solutions meeting the requirements of a global and distributed workforce. From office settings to industrial applications, Xerox provides essential technology and financial services that drive business success.

Role Summary

The Enterprise Channel Business Manager holds accountability for revenue generation, profitability, and market share growth in a designated portfolio within Middle Eastern countries. This entails strategic management of indirect partners alongside direct engagement with critical enterprise clients.

Purpose

• Steer commercial operations across the Middle East by integrating channel leadership with direct responsibility for key accounts.
• Develop and nurture enduring relationships with enterprise and government customers while ensuring robust partner-driven coverage throughout the region.
• Create a commercial framework balancing Xerox’s market expansion, profitability protection, and sustained account development.

Scope

• Oversee commercial performance across assigned countries, strategic partners, and designated key enterprise accounts within the Middle East.
• Manage country-specific business plans, major sales opportunities, tender processes, pricing approvals, and account development within given authority limits.
• Be responsible for meeting targets related to revenue, gross profit, operating profit, and overall profitability for the territory.
• Drive advancement in hardware, software, services, and recurring revenues while maintaining strict commercial oversight.

Key Responsibilities

• Lead direct sales activities in assigned markets, engaging with strategic enterprise and government prospects.
• Establish and sustain senior-level relationships with key clients, partners, and stakeholders to promote long-term growth.
• Manage the complete sales process for hardware, supplies, and services — from prospect identification through deal closure and ongoing account maintenance.
• Conduct business reviews, forecasting, planning, and performance tracking across both indirect and direct sales channels.
• Spot new business opportunities across Xerox's entire portfolio and coordinate efforts internally and externally to execute.
• Provide regular insight to regional leadership regarding market trends, health of partnerships, customer risks, and potential growth areas.

Direct Key Account Management

• Assume full commercial responsibility for selected strategic enterprise and government accounts in the region.
• Develop and implement comprehensive account plans aligning customer goals, decision-making units, growth prospects, and solution strategies.
• Drive executive-level interaction with C-suite and senior stakeholders, including customer visits, strategic reviews, and planning sessions.
• Identify, qualify, and advance sales opportunities across hardware, production print, managed print services, software, workflow, and digital solutions.
• Conduct complex commercial negotiations and proposals, establishing Xerox as a trusted strategic partner.
• After sales closure, ensure seamless product and service delivery by coordinating internal resources and maintaining oversight through implementation and ongoing service management.
• Serve as the primary commercial escalation contact for strategic customers, swiftly resolving issues to safeguard satisfaction and retention.
• Promote contract renewals, account expansion, and cross-selling to enhance long-term account value.

Channel and Partner Leadership

• Foster strong relationships with partners and ensure consistent execution of Xerox business plans across the region.
• Act as the main commercial liaison for partners, working with internal departments to address operational, technical, and service challenges.
• Conduct visits to customers and partners to strengthen relationships, improve sales pipelines, and advance deals.
• Collaborate with sales, technical, service, finance, logistics, and marketing teams to achieve high customer satisfaction and effective commercial execution.
• Support partner network rationalization by recommending adjustments in partner coverage based on performance or market needs.

Commercial and Portfolio Leadership

• Responsible for marketing and selling the full Xerox product range via indirect channels and direct enterprise relationships, including hardware, production printing, managed print services, software, and digital solutions.
• Manage pricing strategies and commercial proposals in line with Xerox's policies, profitability goals, and market conditions.
• Drive balanced growth among business units, revenues, and margins while enforcing commercial discipline.
• Focus on increasing recurring revenue streams, optimizing product portfolio mix, and proper solution positioning throughout the territory.

Travel and Market Coverage

• This regional function demands extensive travel across the Middle East, typically up to 40% of the time.
• The ideal candidate must be comfortable spending considerable periods in markets engaging customers, partners, and Xerox team members.
• Flexibility is required to operate across diverse countries, cultures, and business environments.

Experience and Capability

• Substantial experience in channel management, enterprise account management, and leading commercial operations across multiple countries.
• Demonstrated expertise in managing both indirect market channels and direct strategic customer accounts.
• Strong commercial acumen with confidence in pricing decisions plus ability to work effectively cross-functionally.
• Entrepreneurial mindset with ability to influence stakeholders without direct authority and lead across varied functions and countries to achieve Xerox business targets.
• Experience handling complex commercial negotiations, strategic business planning, and P&L oversight is highly preferred.