Technology Service Sales Executive

Technology Service Sales Executive

Position Profile

This business development role is responsible for prospecting, developing, and closing sales opportunities to expand Ricoh service advantage revenues within and in support of the service advantage partner portfolio.

Job Duties and Responsibilities

Industry Thought Leadership:

• Acts as a trusted advisor who provides relevant counsel on the market, sectors we serve, and Ricoh's service advantage partners.
• Builds a portfolio of business partners through confident executive stature and demonstrated understanding of the partner's business. Becomes the partner's partner/consultant.
• Works closely with sector targets to determine the best economic and cultural fit for the service advantage program.

Create Long-Term Commitment:

• All partnerships have a minimum threshold of $500k. Ability to create multimillion USD annuities with premium GP.

Strategic Mindset:

• Targets companies and sectors with long-term trajectory.
• Leads conversations with start-ups, VCs, and private equity.
• Possesses C-level intelligence within the electromechanical industry.
• Contributes the voice of the partners through consulting and deep discovery of the partner's ecosystem.
• Ability to be strategic with tremendous ambiguity.

Excellence in Communication/Ricoh Story:

• Showcases Ricoh's industry expertise with industry analysts and C-level contacts.
• Keeps pace with and articulates changing trends and Ricoh's business direction.

Executes Business Development:

• Prioritizes, plans, and develops business to fuel growth.
• Analyzes the competitive landscape of relevant competitors (new and future).
• Contributes to the success and expansion of the service advantage playbook.

Qualifications (Education, Experience, and Certifications)

• 4-year college degree required; MBA preferred.
• 10 years of sales and/or marketing experience required.
• A minimum of 10 years in services sales, business development, or similar strategic selling roles strongly preferred.

Knowledge, Skills, and Abilities

• Experience in business development, strategic partnerships, and/or strategy consulting, leveraging relationships and partnerships to expand business.
• Industry expertise.
• Experience in building, buying, or selling companies.
• Ability to help partners monetize Ricoh.
• Demonstrated financial, business acumen, and business planning experience.
• Excellent prospecting skills.
• Strong ability to create alliances, build partnerships, and design sales opportunities in collaboration with the partner community and Ricoh global accounts team.
• Skillful negotiation with complex deals while driving profitable business.
• Strong acumen for Ricoh portfolio where it fits.
• Business aptitude and keen understanding of optimal workflows for driving services for our partners.
• Possesses strong leadership ability and sound judgment and decision-making abilities.
• Possesses strong problem-solving and facilitation skills.
• Possesses superior interpersonal and communication skills.
• Possesses excellent customer service skills, including the ability to follow up to ensure closure of issues.
• Possesses strong organizational and analytical skills.
• Possesses excellent listening skills, tact, charisma, and the ability to negotiate.

Working Conditions, Physical and Mental Demands

• Typically works in an office environment with adequate lighting and ventilation, and a normal range of temperature and noise.
• Significant overnight travel is necessary.
• May call on customers in a variety of locations (e.g., construction site, manufacturer, the customer's home) and regularly requires exposure to various weather conditions.
• Requires frequent contact with both internal and external customers. Requires internal contacts via phone and in person with all levels of management to resolve customer complaints and develop strategy on negotiations of deals.
• Requires external contacts via memos, phone, and in person with senior levels of management for negotiations of major national or international deals.
• Work has stress due to the impact the incumbent's actions have on company financial results.
• Some physical effort is required; lifting items that weigh up to 50 lbs.
• Requires regular use of a computer and calculator to access customer base information and analyze statistical data.

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 a job.