Marc Tolkov

Captain
DISC Type : DS

Director of New Partner Recruiting and Onboarding at Xerox

Palm Coast, Florida, United States

Overview

Marc is a seasoned channel sales professional with over thirty years of experience, currently serving as the Director of New Partner Recruiting and Onboarding at Xerox. He is a recognized expert in prospecting and cold calling. Colleagues describe him as a passionate leader, a true sales professional, and a team player.

Outside of work, Marc is a supportive family man who publicly celebrates his daughters accomplishments. He actively engages with his network to support others, such as helping fraternity brothers find career opportunities and offering guidance to aspiring sales professionals.

Unique fact: Marc is a self-described "Cold Call Expert, " and a former manager noted he has an "uncanny ability to generate sales from thin air. "

Personality Overview

Long-Term Thinker

Output-Driven

Planner & Achiever

They might take some time to make their mind up but once they do, they don't change it easily.  Reading between the lines and seeing beyond your words comes naturally to them. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Partner Recruiting
His current role at Xerox is centered on spearheading national prospecting efforts to identify, recruit, and onboard new partners for the company.
Channel Sales Strategy
With a career spanning three decades in technology firms, he has extensive experience in managing and growing indirect B2B channel sales.
Sales Acceleration
He co-founded Great Mantis Sales, a company that provided solutions specifically designed to help businesses rapidly increase revenue and customer acquisition.

Media Appearances

Marc has no verified media appearances

Work History

4-2026
Director of New Partner Recruiting and Onboarding at Xerox
8-2019 - 3-2026
Regional Channel Lead at Xerox
4-2017 - 8-2019
North American Channel Sales Manager at Synacor
9-2015 - 4-2017
Co Founder at WNU Enterprises dba, Great Mantis Sales
3-2014 - 9-2015
Senior Director Business Development at Zeta Interactive

Education

9-2024 - 8-2027
Sales/Sales Management from University of Louisiana at Lafayette
BS from Mercy University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Palm Coast, Florida, United States Job Level : Mid-senior Designation : Director of New Partner Recruiting and Onboarding at Xerox
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Insights For Selling To Marc

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Let them know of potential risks but suggest mitigation methods alongside
  • Come across as a trustworthy professional and be respectful, they usually know their game

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't shy away from asking hard questions, but be extra polite
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marc is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Marc

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Marc move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Marc take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Marc

Personality Compatibility


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