Creating and leading key alliance partnerships (typically global and/or multinational) from a strategic
perspective
Being accountable for strategic alliance selection, pipeline management, business relationship and
delivered results
Lead efforts for selection and identification of new market opportunities for alliances including new
joint offer and new partners
Overseeing and being accountable for the successful creation of new joint offerings with partners
Managing relationships internally at Xerox with the direct sales organization and integrating them into
alliance opportunities
Ensuring compliance with corporate third party arrangement policies
Scope:
Builds and deploys the strategic alliance and partner business strategy
Defines the vision and main strategic objectives; taking personal accountability for one or two strategically important and large (e.g. global/multinational) alliances
Acts as business architect for alliance programs and initiatives
Experience:
15-18 years of experience in the industry
Main Responsibilities:
Drive sales of our service offering to meet signings targets with a focus on driving new business
Analyzes partnering opportunities and recommends direction for partnership and line of business
Facilitates executive exchanges of strategic direction/business issues
Establishes strong relationships with fellow leaders and stakeholders within Xerox who will be crucial
in identifying opportunities and engaging target companies
Education Requirements:
Min/Preferred Education Level Additional Details
Minimum College Graduate
Preferred Master’s Degree Business Administration
Professional Certifications:
This section describes the minimum and/or preferred professional qualifications/certifications required for the role.
Min/Preferred Certificate in alliance management (CAAM or CSAP) Certification Details
Desired Skills and Experience
Candidate Background: Skills, Knowledge and Abilities:
Significant demonstrable track record and results in channel / partnership management and
3rd party arrangements
Experience of operating in an international working environment
An in-depth knowledge and experience of business process services market and
outsourcing
Evidence of having successfully structured effective, viable partnership arrangements and
accompanying contracts
Experienced in managing people and leading diverse virtual teams
Strong track record of success in negotiating and influencing
Additional Role Requirements:
Client Focus - demonstrating willingness to identify, understand and give priority to meeting the needs of the customer
Results Focus - the drive and determination to achieve objectives, overcoming obstacles to deliver results
Embracing Change - the ability to work flexibly, adapting quickly to change and responding positively to new ways of working enabling us to thrive on
change and constantly improve
Corporate Citizenship – maintaining and promoting social, ethical and organizational values in the working environment and all business activities.
Placing the needs of the client and the goals of the organization above ones own personal interests
Teamwork & Collaboration - displays enthusiasm and contributes to an effective team environment; demonstrates willingness to work cooperatively with
others to deliver excellent customer service or to achieve a shared goal
Communication & Influencing - the ability to communicate clearly and effectively with a wide variety of internal and external people, formally and
informally, and where necessary to gain their agreement and acceptance
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