Solution Sales Specialist

Job Description

The Solution, Sales Specialist (SSS) will lead and be accountable for the consistent development of pipeline opportunities to achieve assigned sales goals. The SSS will execute Ricoh's solutions and services strategy with assigned large (A/B) dealers and their management team. The SSS is accountable to source the required resources to achieve sales revenue and gross profit targets by influencing the dealer's portfolio of software and services and by selling the Ricoh Solutions Portfolio.

The SSS must demonstrate a high degree of business acumen, credible technical aptitude, and strong communication skills. A proven track record of driving high valued business results as an independent sales consultant is essential to achieving necessary market growth within the dealer network. In this role it is necessary to be viewed as a 'trusted advisor' with both Ricoh dealer leadership and key stakeholders. Demonstrating expertise with the Ricoh solutions and services offerings and leveraging knowledge and understanding of the market will directly influence the dealer's business planning and strategic direction. The SSS must be able to develop and lead sophisticated, comprehensive, and detailed in person and remote dealer and customer facing solution meetings and presentations

The SSS works alongside the dealer stakeholders to identify and qualify opportunities, provide related enablement activities, gain an understanding of the opportunity and document requirements. Successful Specialists will deliver compelling and relevant presentations to both the dealer and dealer customers to meet customer's desired business outcomes and ultimately drive market share.

The SSS will be the subject matter expert for the Ricoh Solutions and Services portfolio and expected to work across and/or escalate resource requirements through a matrixed organization with Ricoh dealers and their stakeholders and internal Ricoh resources; including all members of the Ricoh Field Market Team, Dealer Services, Services Delivery PS, and Sales Operations to ensure an exceptional customer experience.

JOB DUTIES AND RESPONSIBILITIES

• Leverage defined CRM system to input and manage software and services pipeline. The SSS is responsible for reporting all prospecting and sales activities associated with this position consistently and timely.
• Demonstrated experience and success in consultative solution selling to ensure that opportunities are accurately scoped, configured and delivered in line with customer expectations.
• Represents Ricoh inside the Dealer organization to influence the adoption of the Ricoh software and services portfolio within the Dealer's offerings.
• Work alongside Ricoh field marketing and enablement teams to lead Dealer sales programs that support Software and Professional Services sales growth
• Ability to generate new sales opportunities by collaborating with dealer sales teams to pursue software and services expansion while working in a team selling environment.
• Able to call on prospects with dealers to develop new business level relationships to increase Ricoh's revenue share.
• Collaborate with the Ricoh Dealer Services, and the Dealer teams as needed to conduct opportunity discovery and design necessary to implement a solution that will meet prospect needs.
• Deliver a concise, well written business case, including an Executive Summary, Financial justification, and solution overview required for each opportunity.
• Ability to perform high-impact demonstrations that outline desire business outcomes.
• Consults and coordinates with the dealer in the areas of professional services and acts as dealer liaison and bridge to Ricoh internal functional areas, resources, and solutions partners.
• Drives to meet or exceed assigned KPI's and revenue performance criteria.
• Participates in frequent communication of activities and opportunity status with Ricoh Market Team. • Works alongside Ricoh colleagues and Dealer stakeholders to develop a comprehensive Dealer Business Plan to achieve assigned software and services growth targets.
• Accountable for continuous learning, self-development, and staying current with new and developing industry trends.
• Encourages and builds positive relationships and communicates effectively with all co-workers and outside vendors. Routinely creates a helpful and positive work culture. QUALIFICATIONS (Education, Experience, and Certifications)
• Four-year college degree preferred, or equivalent experience
• Requires 6+ years demonstrated success in solution sales, preferably with Professional Services, SaaS, or Consulting Services.

o Experience selling to a variety of accounts including target vertical markets, SMB, Education and other industries with focus on the Mid Market business requirements.

o Experience selling solutions relating to business process improvement

o Experience in directly selling business process improvement or enterprise document management (ECM) solutions

• CompTIA CTT+
• AIIM ECM CIP Certification Required. Successful completion is required in the first 90 days of employment
• DocuWare DSA DAC Certification within the first 6 months of employment
• Additional Certification as approved by management
• Solution, SPIN, GAP, Challenger Sales or similar sales training completion
• Experience working across a matrixed organization • Experience working with external vendors/ partners
• Must have excellent presentation skills, both written and verbal, confidence presenting virtually and in person.
• Experience working in channel sales with multi-locational super regional dealer organizations

KNOWLEDGE, SKILLS AND ABILITIES

• Sales orientation, with software/solutions knowledge and mindset
• Must have excellent presentation skills, both written and verbal, confidence presenting virtually and in person.
• Must be experienced in setting goals by defining and prioritizing specific, realistic objectives
• Able to manage multiple initiatives while working independently and remotely
• Strong analytical and problem-solving skills.
• Able to work in a virtual role while staying active, engaged, and responsive with the account team
• Excellent time management skills
• Knowledge of Ricoh solutions and services
• Strong organizational skills; self-motivated; strong work-ethic

WORKING CONDITIONS, MENTAL AND PHYSICAL DEMANDS

• Requires frequent overnight travel and travel flexibility
• Work with cyclical and daily stress due to sales targets, frequent goals and deadlines associated with position, customers, and potential outcomes.
• Typically works in an office environment with adequate lighting and ventilation, and a normal range of temperature and noise level.
• Work assignments are diversified. Interpret, comprehend, and apply complex material, data, and instruction - prepare, provide, and convey diversified information.
• Minimal physical effort required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting, or carrying objects that typically with less than 10 lbs. (e.g., papers, books, files and small parts, etc.).
• Moderate dexterity - regular application of basic skills (calculator, keyboard, hand tools, eye/hand coordination. The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, skills, efforts or working conditions associated with the job.

Job Description Continued

• Four-year college degree preferred, or equivalent experience Requires 6+ years demonstrated success in solution sales, preferably with Professional Services, SaaS, or Consulting Services.
• Experience selling to a variety of accounts including target vertical markets, SMB, Education and other industries with focus on the Mid Market business requirements.
• Experience selling solutions relating to business process improvement Experience in directly selling business process improvement or enterprise document management (ECM) solutions CompTIA CTT+ AIIM ECM CIP Certification Required.
• Successful completion is required in the first 90 days of employment DocuWare DSA DAC Certification within the first 6 months of employment Additional Certification as approved by management Solution, SPIN, GAP, Challenger Sales or similar sales training completion.
• Experience working across a matrixed organization Experience working with external vendors/ partners Must have excellent presentation skills, both written and verbal, confidence presenting virtually and in person.
• Experience working in channel sales with multi-locational super regional dealer organizations

Ricoh USA Benefits

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