Solutions Executive, Software and Svcs
Ricoh USA

Candidate can live anywhere on the West Coast.

POSITION PROFILE

Solutions Executive, Software and Services The Solutions Executive, Software and Services (SESS) is a senior level, direct sales role within Ricoh's Commercial and Industrial Printing Group Business Unit. This position is responsible for revenue plan achievement for a defined portfolio suite including Software, Professional Services and Consulting Services. This sales role requires the ability to lead complex sales cycles that involve advanced IT systems integration projects and professional services. The SESS must have a proven track record of enterprise level software and services sales quota achievement This position is hunter sales role focused to growing Ricoh market share and will report directly to the National Sales Manager, Software and Services.

JOB DUTIES AND RESPONSIBILITIES

• The SESS is responsible for Total Revenue Quota plan attainment and developing a robust, qualified pipeline of opportunities that ensures sustainable overachievement.
• Ability to assess, plan, and actively manage a territory to achieve maximum revenue and efficiency
• Excellent time management and communication skills
• Prospecting: responsible for identifying prospective customers and penentrating the accounts, reaching decision -- makers, building the business case and closing business
• Establishing value with the customer: develop and present proposals to the customers with the content that demonstrates Ricoh's capabilities to address the customer's business objectives while justifying the spend
• Provide sales expertise (subject matter expert) in business consulting, deliver software and services revenue from and across multiple channels -- Ricoh's contineuos feed sales teams, RUS sales force and through the SESS's prospecting efforts.
• Responsible for driving the sales strategy with a focus on customer retention and software maintenance renewals, account expansion and expanding Ricoh's marketshare by winning net new logos/customers/opportunities
• Expand Ricoh's customer/license base for Ricoh Process Director and Ricoh InfoPrint Manager (net new logos/customers to the 'Boulder' platform)..
• Passionate about post-sale customer success
• Maintain and update Ricoh's customer relationship management (CRM) tool with, but not limited to, all sales activity and notes, pipeline adds (short to long term), and revenue forecasting.
• Develop and manage the creation of client-facing documents, including proposals, presentations and RFP responses

• Assist with the creation and delivery of Statement of Works (SOWs)
• Ability to thrive in a fast paced sales environment
• Competitive attitude, strong work ethic, and the ability to enthusiastically represent Ricoh
• Engage and manage approved third-party partners as appropriate during the sales cycle
• Keeps current on new Ricoh products and third-party partner solutions, competitive services and industry trends
• Apply a consultative approach to all contacts with customer C-level leaders and IT groups
• Comprehend, adhere to and comply with the Ricoh Methodology Framework as well as all Sales and order management processes
• Coordinate appropriate project and information handoff to the delivery team.
• Meet with every current Ricoh Process Director (RPD) customer quarterly or at least three times per year and every InfoPrint Manager (IPM) customer at least once a year to complete a strategic business review to discuss and establish a long term strategic vision for the partnership.
• Performs other duties as assigned by management

QUALIFICATIONS (Education, Experience, and Certifications)

• Bachelor degree required, Master's Degree preferred or equivalent experience in related field
• Minimum of 10 years business to business sales experience in the Enterprise Software, IT and/or Consulting industries
• Minimum of 10+ years sales experience calling on Enterprise, Global and/or Major Accounts
• Prefer minimum of 5 years of industry related sales and/or operations experience in the areas of Workflow Management Software, Composition Software and/or industrial level Digital Printing Equipment sales
• Formal solution selling training and/or certifications including Solution Selling, Strategic Selling and the Challenger Sales model
• Formal training, certifications and/or equivalent experience in contract and sales negotiations
• Requires a valid driver's license

Ricoh is an EEO/Affirmative Action Employer -- Minorities/Women/Protected Veterans/Disabled.