As reminders go, an award that signifies being the best at something is much better than a Post-it note or a string tied to your finger. Greatness is not a destination, but rather a mountaintop that continues to climb toward the heavens. Knowing you have been there is to know you want to return.
Somewhere on her desk, Jayne Tuma keeps the President’s Club Star Award for being Xerox’s top sales rep in the country. She captured it early in her 35-year career with the manufacturer. It’s a reminder of the heights to which she scaled, a tonic to counter complacency and, as one mentor once stressed, a symbol of the need to “keep a fire in my belly” each day.
“That moment was more than just an achievement; it was a turning point,” said Tuma, a 2024 ENX Magazine Difference Maker. “It solidified my belief in myself and my ability to succeed, even when faced with seemingly impossible challenges to achieve that goal. It taught me the value of hard work, dedication and perseverance. And most importantly, it fueled my passion for this industry and inspired me to continue striving for excellence.”
Tuma has found her experience to be rewarding on the personal and professional fronts. Now the director of partner business development, North American channels for Xerox, she’s had the good fortune to work with a number of talented, passionate and diverse individuals.
“Much of what I represent today can be traced to all the professional relationships and connections that positively influenced my personal development and career milestones,” she said. “Still, to this day, I maintain long and cherished friendships with clients, customers, and Xerox ‘family’ with whom I have known since starting my career.”
On the professional side, the opportunity to toil in a dynamic industry driven by new or improved technology products and application innovations has been equally gratifying. “That constant change keeps things exciting. Let’s just say, I’ve never had a boring day at work,” Tuma added.
Not By Design
Technology was nowhere to be found on Tuma’s career map as she studied design at San Diego State University. When Tuma was able to secure an internship with Xerox, she figured it would look good on her resume and provide valuable experience. What she hadn’t counted on was getting a bird’s eye view of the passion, energy and success of her colleagues, which she found compelling. The team members loved their work and relished finding new ways to use technology to solve challenges and improve peoples’ lives. Tuma was hooked. Two years into her Xerox career, she garnered the top sales rep designation and earned a spot on the cover of the Xerox Sales Digest.
Along the way, Tuma has been mentored by numerous individuals who’ve played a role in her personal development. One of her early managers, a female in a technology field dominated by men, set a standard that showed what could be accomplished. This working mother was a dynamic salesperson who could make her profession fun and enjoyable.
“One of her most valuable lessons, which I still share with new sales reps today, is this: ‘People buy from people they like, and people they see.’ It’s a simple but powerful reminder that building genuine relationships and being visible in your field are essential for success. She definitely knew how to create a positive and supportive work environment. And while I can’t divulge all the details, let’s just say we had a lot of fun along the way.”
Tuma saw her share of accolades during 2024. In addition to being named a Difference Maker, she was included among the Women of the Channel by CRN, and was also nominated for the Women of the Year – Channel Innovator of the Year award by the same publication. She believes these recognitions reflect positively on the efforts of her entire team.
Looking forward, Tuma sees 2025 as offering an exciting year of reinvention and growth for Xerox. By actively listening to its partners, the OEM can better understand their challenges, and identify areas where it can improve.
“Adaptability is key in this ever-changing market, and we’re dedicated to remaining flexible and responsive to ensure long-term sustainability and growth for both our partners and the channel as a whole,” she said.
Elevating Performance
In taking her game (and that of her team) to the next level, Tuma feels it will be important to focus on five action items: deepening partner engagement, enhancing program personalization, accelerating innovation, streamlining operations and expanding its reach. The goal is to garner favored nation status among Xerox’s partners.
“Ultimately, our goal is to be the best possible partner to our channel community; our partners’ partner of choice,” she said. “We’re committed to continuously learning, growing, and evolving to ensure we’re providing the support, resources and innovation our partners need to achieve success.”
Outside of the world of Xerox, Tuma has twin passions: traveling and the great outdoors. She joins a cadre of girlfriends on an annual cycling adventure outside of the U.S. These 150-mile treks—which in the past have included Budapest, Copenhagen, Croatia, England, France, Holland, Portugal and Italy—enable Tuma and friends to soak up other cultures and enjoy fantastic vistas. Closer to home, she likes to spend time with her family on the beaches of San Diego or feed her pickleball obsession.
That’s a wrap for 2024’s Difference Maker personality profiles. Thank you to all who have supported the program, and keep your eyes peeled for the 2025 nomination form, coming soon!
