Enterprise Channel Business Manager

**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 the hybrid workplace of today and tomorrow. Today, Xerox is continuing its legacy of innovation to deliver client\-centric and digitally\-driven technology solutions and meet the needs of today’s global, distributed workforce. From the office to industrial environments, our differentiated business and technology offerings and financial services are essential workplace technology solutions that drive success for our clients. At Xerox, we make work, work. Learn more about us at www.xerox.com. **Role Summary** The Enterprise Channel Business Manager is a quota\-bearing role responsible for delivering Xerox revenue, profitability and market growth across an assigned portfolio of Middle East countries through strategic indirect partners and direct engagement with key enterprise customers. **Purpose** * Lead commercial activity across the Middle East by combining channel leadership with direct key account ownership. * Build and maintain long\-term relationships with enterprise and government customers, while ensuring partner\-led coverage remains strong across the wider territory. * Create a balanced commercial model that expands Xerox footprint, protects profitability and supports long\-term account growth. **Scope** * Holds commercial responsibility for assigned countries, strategic partners and selected enterprise key accounts across the Middle East. * Manages country business plans, major opportunities, tenders, pricing approvals and account development within delegated authority. * Owns performance against revenue, gross profit, operating profit and overall P\&L targets across the territory. * Drives growth across hardware, software, services and recurring revenue while maintaining commercial discipline. **Key Responsibilities** * Lead direct sales engagements and business activities in assigned markets, including strategic enterprise and government opportunities. * Build and maintain senior relationships with key customers, partners and stakeholders to secure long\-term business growth. * Manage the full sales lifecycle for hardware, supplies and services from opportunity identification through close and ongoing account development. * Own business reviews, forecasting, planning and performance management across both indirect and direct commercial activity. * Identify new opportunities across the full Xerox portfolio and coordinate execution with internal and external teams. * Provide regular feedback on market trends, partner health, customer risks and growth opportunities to regional leadership. **Direct Key Account Management** * Take direct commercial ownership of selected strategic enterprise and government accounts in the region. * Develop and execute account plans that map customer objectives, buying centres, growth opportunities and solution roadmaps. * Lead executive engagement with C\-level and senior stakeholders, including customer visits, business reviews and strategic planning sessions. * Identify, qualify and progress opportunities across hardware, production print, managed print services, software, workflow and digital solutions. * Lead complex commercial discussions, proposals and negotiations, ensuring Xerox is positioned as a trusted strategic partner. * When business is won, ensure effective delivery of products and services by coordinating internal resources and maintaining account oversight through implementation and steady\-state service delivery. * Act as the main commercial escalation point for strategic customers, resolving issues quickly and protecting customer satisfaction and retention. * Drive renewal, expansion and cross\-sell activity to grow lifetime value within key accounts. **Channel and Partner Leadership** * Build strong partner relationships and ensure Xerox business plans are executed consistently across the region. * Serve as the main commercial contact for partners, coordinating with internal teams to resolve operational, technical and service issues. * Conduct customer and partner visits to strengthen relationships, improve pipeline quality and support deal progression. * Work collaboratively with sales, technical, service, finance, logistics and marketing teams to support customer satisfaction and commercial delivery. * Support rationalisation of partner coverage where performance, account ownership or market coverage needs to change. **Commercial and Portfolio Leadership** * Responsible for selling the full Xerox portfolio through indirect channels and direct enterprise engagement, including hardware, production print, MPS, software and digital solutions. * Manage pricing and commercial proposals professionally and in line with Xerox policy, profitability goals and market conditions. * Support balanced growth across units, revenue and margin while protecting commercial discipline. * Maintain focus on recurring revenue, portfolio mix and solution positioning across the territory. **Travel and Market Coverage** * This is a regional role requiring extensive travel across the Middle East, typically up to 40%. * The successful candidate must be comfortable spending significant time in market with customers, partners and Xerox teams. * The role requires flexibility to operate across multiple countries, cultures and business environments. **Experience and Capability** * Strong experience in channel management, enterprise account management and commercial leadership in a multi\-country environment. * Proven ability to manage both indirect routes to market and direct strategic customer relationships. * Strong commercial judgement, confidence in pricing decisions and the ability to work cross\-functionally are essential. * The role requires an entrepreneurial mindset, the ability to influence without direct authority, and the confidence to lead across functions and countries to deliver Xerox business objectives. * Experience of managing complex commercial negotiations, business planning and P\&L performance is highly desirable. **The role combines strategic partner leadership with direct enterprise customer ownership to maximise regional growth and customer value.** \#LI\-LL1