Xerox

Document technology and services provider

Field Executive

Business Development & PartnershipsConfirmed live in the last 24 hours

Full-timeRemote in USANo salary listed

About the Job

Requirements

Eight to ten years of experience in channel sales, alliance management, original equipment manufacturer or vendor partnerships, or field sales; the experience requirement is flexible for an otherwise exceptionally strong fit.
Prior experience working with or for HPE is strongly preferred; familiarity with HPE's field structure, inside sales organization, partner programs, and partner portal is advantageous.
Strong sales acumen, including identifying whitespace, influencing sellers without direct authority, and driving urgency around pipeline growth.
Working technical knowledge of HPE Storage, Compute, and Networking product lines, and a solid understanding of the HPE GreenLake as-a-service model.
Ability to build relationships and drive alignment across sellers, sales managers, vendor field representatives, and vendor inside sales without formal reporting authority.
Communication and program-management skills, including independently running recurring meetings, reporting, and enablement events.
Familiarity with CRM tools such as HubSpot and Salesforce, and OEM partner portals.
Ability to work autonomously and deliver results with significant ownership over outcomes.
Comfort working across Enterprise, Public Sector, and Commercial segments, each with distinct sales motions and stakeholders.
Willingness and ability to travel regularly to key sales regions and HPE events.
Achieve HPE sales certification within 90 days of hire.

Responsibilities

Travel regularly to key sales regions to support field engagement, work alongside sellers, and reinforce HPE alignment in person.
Represent XITS at HPE events and build relationships with HPE field, inside sales, and leadership contacts.
Align XITS Enterprise, Public Sector, and Commercial field teams with corresponding HPE field counterparts for coordinated account and territory coverage.
Align XITS sales managers with HPE manager counterparts and establish a communication cadence to coordinate priorities and account strategy.
Serve as the primary day-to-day point of contact for field engagement questions between XITS and HPE.
Evaluate engagement by region and develop tailored plans with HPE field teams based on account density, representative coverage, and pipeline maturity.
Coordinate joint account-planning sessions and quarterly business reviews with HPE.
Build pipeline across HPE Storage, Compute, and Networking, with HPE GreenLake as a strategic priority.
Drive GreenLake sales by positioning its as-a-service model in relevant conversations and sourcing new GreenLake opportunities.
Work with Xerox sellers to identify cross-sell and upsell opportunities within existing deals.
Use the HPE partner portal to align sellers and HPE field representatives to open opportunities and ensure relevant resources are engaged on both sides.
Maintain and report pipeline health in HubSpot, keeping opportunities current and accurately staged, reducing deal slippage, and improving conversion rates.
Provide regular pipeline updates to HPE stakeholders.
Build XITS's engagement with HPE's inside sales organization into a repeatable, scalable motion.
Establish and maintain regular touchpoints between HPE acquisition representatives and the HPE inside sales team to advance opportunities and prevent deals from stalling due to coordination gaps.
Coordinate and help execute lunch-and-learns and onsite training sessions to build HPE product and program knowledge across XITS sellers.
Help drive HPE Solutions Days training and encourage strong seller turnout with relevant content.
Track enablement activities against measurable outcomes, such as opportunities created and pipeline influenced.
Promote HPE campaigns and Market Development Funds-funded activities to XITS sellers to drive demand generation.
Organize joint customer-facing events, webinars, and workshops with HPE to generate new demand and strengthen customer relationships.
Follow up on leads and conversations generated at HPE trade shows, webinars, and partner events to convert interest into tracked, active pipeline.
Partner with the Events Management team to ensure HPE has appropriate visibility and presence at relevant XITS events.
Report monthly to the CRO on HPE pipeline, program progress, and field engagement health.
Provide HPE with regular, structured updates on pipeline, program progress, and field engagement health.
Track and report program key performance indicators, including revenue pipeline, gross profit pipeline, influenced revenue, and closed-won bookings, as well as cross-sell attach rate, inside sales engagement volume, enablement outcomes, and event-driven pipeline.
Provide leadership with actionable insights on gaps, risks, and next-best actions across the HPE relationship.

Desired Qualifications

Prior experience working with or for HPE, including familiarity with HPE's field structure, inside sales organization, partner programs, and partner portal.

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.

Position Summary

The HPE Field Executive is responsible for aligning Xerox IT Solutions' field sales organization, spanning Enterprise, Public Sector, and Commercial, with HPE's field and inside sales teams to accelerate joint pipeline growth. This role owns seller-to-seller and manager-to-manager engagement with HPE, drives cross-sell of the full HPE portfolio (Storage, Compute, Networking, and GreenLake) into every active opportunity, and serves as the connective tissue between XITS sellers, HPE field reps, and HPE's inside sales organization. This is a highly visible, individual-contributor role for someone who wants to wake up every day focused on one mission: grow HPE business.

Key Responsibilities:

Travel & Field Presence

• Travel to key sales regions on a regular basis to support field engagement, sit alongside sellers, and reinforce HPE alignment in person.

• Travel to represent XITS at HPE events, serving as a visible brand presence and building relationships with HPE field, inside sales, and leadership contacts.

Field-to-Field Alignment

• Align XITS Enterprise, Public Sector, and Commercial field teams with their corresponding HPE field counterparts to ensure consistent, coordinated coverage across accounts and territories.

• Ensure XITS sales managers are directly aligned with their HPE manager counterparts, creating a cadence of communication that keeps both organizations in sync on priorities and account strategy.

• Act as the primary point of contact for day-to-day field engagement questions between XITS and HPE.

• Evaluate engagement region by region and develop a tailored engagement plan with the HPE field team for each, reflecting differences in account density, rep coverage, and pipeline maturity.

• Coordinate joint account planning sessions and quarterly business reviews (QBRs) with HPE to align on target accounts, priorities, and progress.

Pipeline Growth & Cross-Sell

• Aggressively build and grow pipeline across HPE Storage, Compute, and Networking, with HPE GreenLake as a top strategic priority.

• Work specifically to drive GreenLake sales, positioning the as-a-service model as a core part of every relevant conversation and actively sourcing new GreenLake opportunities.

• Work with Xerox sellers to drive cross-sell opportunity, identifying up-sell opportunities within existing deals: for example, adding Storage or GreenLake conversations to an active Networking opportunity.

• Use the HPE partner portal to align sellers and HPE field reps to open opportunities, ensuring every relevant opportunity has the right resources engaged on both sides.

• Maintain and report on pipeline health in HubSpot, working with sellers to keep opportunities current and accurately staged, reduce deal slippage, and improve conversion rates.

• Provide regular pipeline updates to HPE stakeholders, positioning XITS as a proactive, transparent partner.

Inside Sales Engagement

• Build and grow XITS's engagement with HPE's inside sales organization, establishing this as a repeatable, scalable motion rather than an ad hoc relationship.

• Set up and maintain regular touchpoints between HPE acquisition ("squad") reps and the HPE inside sales team to keep opportunities moving and ensure no deal stalls for lack of coordination.

Enablement & Events

• Coordinate and help execute lunch-and-learns and onsite training sessions that build HPE product and program knowledge across the XITS seller base.

• Help drive HPE Solutions Days training, ensuring strong seller turnout and relevant content.

• Own outcomes for enablement activity: every lunch-and-learn, onsite training, and Solutions Day should be tracked against a measurable result (e.g., opportunities created, pipeline influenced), not just attendance.

• Promote HPE campaigns and MDF-funded (Market Development Funds) activities to XITS sellers to drive demand generation.

• Organize joint customer-facing events, webinars, and workshops with HPE to generate net-new demand and strengthen customer relationships.

• Follow up on leads and conversations generated at HPE events (trade shows, webinars, partner events) to convert interest into tracked, active pipeline.

• Partner with the Events Management team to ensure HPE has appropriate visibility and presence at relevant XITS events.

Reporting & Communication

• Report to the CRO on a monthly basis on HPE pipeline, program progress, and field engagement health.

• Provide HPE with regular, structured updates on pipeline, program progress, and field engagement health.

• Track and report on program KPIs, primarily revenue pipeline, gross profit (GP) pipeline, influenced revenue, and closed-won bookings, alongside supporting metrics (cross-sell attach rate, inside sales engagement volume, enablement outcomes, event-driven pipeline) to XITS and HPE leadership.

• Provide actionable insights to leadership on gaps, risks, and next-best actions across the HPE relationship.

Required Skills & Experience:

• 8–10 years of experience in channel sales, alliance management, OEM/vendor partnerships, or field sales, ideally within the IT solutions/reseller ecosystem (flexible for a candidate who is otherwise an exceptionally strong fit).

• Prior experience working with or for HPE strongly preferred; familiarity with HPE's field structure, inside sales organization, partner programs, and partner portal is a significant advantage.

• Strong sales acumen: comfortable identifying whitespace, influencing sellers without direct authority, and driving urgency around pipeline growth.

• Working technical knowledge of HPE Storage, Compute, and Networking product lines, and a solid understanding of the HPE GreenLake as-a-service model.

• Proven ability to build relationships and drive alignment across multiple stakeholder groups (sellers, sales managers, vendor field reps, vendor inside sales) without formal reporting authority.

• Excellent communication and program-management skills; able to run recurring cadences (meetings, reporting, enablement events) independently.

• Familiarity with CRM tools (HubSpot, Salesforce) and OEM partner portals.

• Self-directed and results-oriented: this is a highly autonomous, individual-contributor role with significant ownership over outcomes.

• Comfortable working across Enterprise, Public Sector, and Commercial segments, each with distinct sales motions and stakeholders.

• Willingness and ability to travel regularly to key sales regions and HPE events.

• Required to achieve HPE sales certification within 90 days of hire.

What Success Looks Like:

• Measurable, sustained growth in HPE Storage, Compute, Networking, and GreenLake revenue pipeline, GP pipeline, and closed-won bookings sourced or influenced by cross-sell activity, targeted at 30% year-over-year.

• A consistent, healthy cadence of engagement between XITS and HPE inside sales, with clear evidence of deals accelerated through that engagement.

• Strong, documented alignment between XITS and HPE at both the seller and manager level across all three segments.

• A recurring enablement calendar (lunch-and-learns, onsite training) that keeps HPE knowledge current across the seller base.

• HPE views XITS as a proactive, well-coordinated, high-performing partner based on the quality and frequency of updates and follow-through.

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About the Company

Xerox

Document technology and services provider

Xerox specializes in document technology and services. It provides printers, copiers, and related document management solutions for businesses, helping them create, store, reproduce, and share documents efficiently. The core technology behind its early products came from xerography, a dry-printing process, which enabled automated copying of plain paper documents. Over time Xerox expanded into services such as managed print and workflow optimization for organizations. The company differentiates itself through a long history of research and development, including the Palo Alto Research Center (PARC), which produced foundational ideas in computing and networking that influenced the broader tech industry, even though Xerox did not always commercialize those inventions itself. Xerox’s goal is to help customers improve productivity and document workflows by providing reliable hardware, software, and services that streamline the way people create and handle information.

Company size: 10,001+
Company stage: IPO
Headquarters: Norwalk, CT
Founded: 1906

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