Channel Business Manager

General Information

City Riyadh City State/Province Riyadh Country Saudi Arabia Date Friday, August 7, 2026 Working time Full-time Ref# 20040711 Job Level Individual Contributor Job Type Experienced Seniority Level Associate

Description & Requirements

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.
OverviewThe Regional Business Manager – Middle East is a quota-bearing, commission-based role responsible for delivering Xerox revenue, profitability and market growth across an assigned portfolio of Middle East countries through strategic indirect partners. The role has full commercial ownership of the territory and drives the complete Xerox portfolio across hardware, production print, managed print services, software, workflow and digital solutions.
Role Summary

• Acts as the senior commercial leader for the assigned territory, owning partner strategy, pricing, forecasting and P&L delivery.
• Builds strong partner relationships and ensures Xerox business plans are executed consistently across the region.
• Works closely with sales, service, finance, supply chain, marketing and technical teams to deliver growth.
• Represents the regional business in country-level reviews, executive meetings and strategic planning discussions.

Purpose

• The purpose of the role is to deliver profitable growth through Xerox's indirect channel by leading strategic partners, aligning country plans and ensuring the full Xerox offer is represented in each market. The role holder is expected to develop executive relationships, support partner capability and create a strong commercial platform for long-term growth across the Middle East.

Scope

• Holds commercial responsibility for assigned countries and strategic partners across the Middle East.
• Manages country business plans, major opportunities, tenders and pricing approvals within delegated authority.
• Owns country performance against revenue, gross profit, operating profit and overall P&L targets.
• Drives profitable growth across hardware, software, services and recurring revenue while maintaining strong commercial discipline.
• Ensures country plans reflect the full Xerox portfolio and that sales activity is aligned to local market priorities.
• Supports rationalisation of partner coverage where performance or market coverage needs to change.

Key Responsibilities

• Owns revenue, gross profit and operating profit delivery across the assigned territory.
• Leads partner planning, business reviews and performance management.
• Guides pricing, commercial proposals and tender strategy to protect profitability and competitiveness.
• Develops and executes action plans to close performance gaps and accelerate growth.
• Identifies new opportunities across the full portfolio and supports execution through internal and external teams.
• Works cross-functionally with sales, service, finance, marketing, logistics and product teams to resolve issues and deliver results.
• Provides regular feedback on market trends, partner health, risks and opportunities to regional leadership.
• Supports the recruitment, development and retention of partner sales teams where required to improve market performance.
• Maintains commercial discipline across contracts, approvals, reporting and market execution.
• Commercial and Portfolio Leadership
• Responsible for selling the full Xerox portfolio through indirect channels, including hardware, production print, MPS, software and digital solutions.
• Ensures pricing is managed professionally and in line with Xerox commercial policy, profitability goals and market conditions.
• Works with partners to build country-level plans that drive balanced growth across units, revenue and margin.
• Supports management of portfolio mix, solution positioning and recurring revenue growth 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 partners, customers and Xerox teams.
• Travel is required to support executive reviews, business planning, opportunity execution and country development.
• The role requires flexibility to operate across multiple countries, cultures and business environments.

Experience and Capability

• Strong experience in channel management, partner development and commercial leadership in a multi-country environment.
• Proven ability to manage indirect routes to market, drive profitable growth and build trusted senior 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.

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