Job Specifications
We’re looking for a Sr. Solutions Sales Executive at Ricoh to lead our most valued clients into the digital age. Embracing a challenger mindset, the successful Solutions Consultant manages, orchestrates, and leads to close opportunities with clients to produce transformative business outcomes.
The Sr. Solutions Sales Executive (Sr. SSE) is responsible for selling a defined portfolio of solutions for the Commercial and Enterprise market segments OR Public Sector Accounts. The Sr. SSE will cultivate and expand existing client relationships by gaining sound understanding of clients' business challenges and goals through conducting effective client engagements and build relationships at the senior level to set account and department strategy. The Sr. SSE is accountable for account retention and expansion, and management of the day-to-day sales activities and is also responsible for developing new business and strategic partnerships, execute on the new business strategy and acquire / close new business to meet revenue targets.
Job Duties & Responsibilities:
New business prospecting and development, including scheduling and conducting client
introductions, in both virtual and face to face client settings.
Grow the business, including new account acquisition and expansion in existing Ricoh accounts
Build strong relationships with key executive stakeholders within accounts.
Use consultative selling techniques with a focus on client value and return on investment
Identify clients’ business initiatives and articulate the value of Ricoh services on clients’ desired business outcomes
Research and understand lines of business, industry trends and client personas.
Collaborate with peers, including supporting solution consultants and specialist to develop transformative solutions that fit in unique client environments
Independently execute strategic business development plans while coordinating with key internal stakeholders (e.g. operations, service teams, legal, support, etc.)
Manage complex contract negotiations and serve as a liaison to the legal group and executive management team
Meet or exceed sales targets in multiple lines of business
Prepare and give business reviews to internal stakeholders and management team regarding progress and roadblocks to closing new customers.
Strong business acumen including financial analysis of proposals
Use core sales tools / resources: Salesforce (SFDC) (RCI assigned CRM solutions, LinkedIn, PowerBI, Hoover, etc. to research and connect with customers and prospects to develop sales opportunities with current and potential Ricoh customers.
Use Salesforce to manage account activity, pipeline progression and forecasting
Meet the various KPIs for sales activities as identified for the role
Other duties as assigned by manager
Qualifications (Education, Experience and Certifications):
Required Post-secondary education, preferably in business.
Preferred Stream: Business Degree, MBA a plus
Minimum of 5 years of sales experience in a B2B environment, IT or a consultative selling environment
Preferred experience selling digitization and automation as well as SaaS, PaaS, IT Services
Prior successful experience working with cross-divisional sales teams to drive new and incremental revenue streams in existing and competitive accounts.
Demonstrated success in meeting and exceeding objectives in a high-performance sales environment.
Minimum 3 yrs. experience in selling to a variety of accounts including Global, National, Major, and Industry Verticals.
Experience working within a team selling environment, preferred Software and Services.
Base salary of
$75,000 - $80,000
About the Company
At Ricoh, we bring people, processes, and technology together to make information work for you. We unlock the power of information so organizations can unlock the full potential of their people. We're a leader in information management and digital services, creating competitive advantage for over 1.4 million businesses across the globe. Our team of 90,000 employees serve a vast array of industries, using an innovative mix of people, processes, and technology to free trapped and hidden insights. We believe having access to th...
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