Manager II, Solutions Engagement

Able to reside in the Eastern time zone

POSITION PROFILE 

The Solutions Engagement Manager is a crucial sales role within the Dealer network, dedicated to developing, identifying, capturing, managing, upselling, expanding software/services revenue, handling complex software engagements within the Dealer Channel. This role provides subject matter expertise in consultative selling, software/hardware solutions, along with comprehensive management of end-to-end support for Dealers across the entire value chain. The Solutions Engagement Manager contributes to strategic relationships with Dealer Principals, Ricoh Dealer Channel Field Sales Teams, Senior Management, ensuring alignment with Ricoh Dealer Business Services supporting Ricoh-approved software/hardware within our dealer portfolio.

 

JOB DUTIES AND RESPONSIBILITIES 

 

Dealer Engagement & Technical Pre-sales Support: 

Lead Ricoh engagement process in software/services sales solution design for dealer team/RDBS (Ricoh Dealer Business Services).  Work directly with strategically selected Service/Software intensive dealerships as SME/presales resource for dealer/Technology Sales Executives/Consultants/Representatives with complex software opportunities through consultation/configuration/quote support.  Provide advanced technical pre-sales support for software/services addressing complex customer inquiries/issues coordinating with Ricoh/Partner Software. 

Pipeline Development & Market Targeting: 

Develop business opportunities within targeted vertical markets.  Aid in building/maintaining robust sales pipeline with dealer resources.  Implement strategies/solutions to penetrate new markets expand customer base ensuring steady flow of qualified leads/opportunities. 

Sales Strategy Development & Collaboration: 

Collaborate with senior management to develop/refine sales strategies aligning with overall business goals/market trends.  Work in the field with dealership sales team in sales cycle from opportunity identification to closing opportunity.  Collaborate closely with other departments such as marketing/product development/customer support ensuring a cohesive approach to opportunity development/customer satisfaction.  Manage complex software engagements with key dealers.

Source & Cross-functional Alignment: 

Maintain tight alignment/connections with Ricoh Corporate/Direct Design/Implementation resources. 

Pipeline & Performance Reporting: 

Oversee end-to-end opportunity management for each dealer engagement. Maintain up to date/accurate opportunity pipeline tracking all potential/ongoing sales opportunities.  Regularly update/report on status of pipeline including revenue forecasts/progress/changes. Establish/monitor key performance indicators (KPIs) measuring effectiveness of sales strategies/initiatives providing detailed reports to management ensuring transparency/accuracy in all reporting activities adjusting tactics as needed achieving desired outcomes.  Focus on (but not limited to) strategically selected dealers to ensure reasonable return on sales and dealer capabilities, providing timely monthly pipeline forecasts.

Regional Focal Point & Project Management: 

Serve as primary subject matter expert focal point for regional advanced software/services overseeing services pipeline managing projects from inception to completion.  Maintain clear/consistent communication with dealers ensuring coordination delivering projects on time/within scope/budget handling change requests effectively.  Act a subject matter expert in one of four key solution areas (SLNX, Cloudstream, RSI, Security)

Product Demonstrations & Fit Feasibility Assessments: 

Conduct/coordinate detailed product demonstrations/technical presentations showcasing capabilities/benefits of solutions establishing dealer not for resale accounts evaluating customer requirements and assessing fit feasibility of proposed solutions. Develop comprehensive statements of work outlining project scope/deliverables/timelines/responsibilities preparing/delivering accurate competitive quotes for software/services. 

Training & Development:

Stay current with industry developments continuously improving technical knowledge/skills.  Participate in launch of solutions/technology offerings for Ricoh Dealer Business Services/Ricoh’s dealer software portfolio.  Maintain strong interaction with Ricoh Design Team for technical knowledge and resource connection. Train Field Sales for effective software engagement management and integrate hardware and software with a sales mindset.

Customer Feedback & Improvement: 

Collect/analyze customer feedback identifying areas for improvement in products/services implementing changes based on feedback enhancing customer satisfaction/loyalty.

Risk Management:

Identify potential risks in projects/sales processes developing mitigation strategies addressing them proactively. 

 

QUALIFICATIONS (Education, Experience, and Certifications):

Requires 4-8 years’ experience in the areas of software sales, solutioning, implementation, or support services. Requires 1-2 years’ experience as a Sales rep; quota measurement. Preferred certifications include, but are not limited to: AIIM Certified Information Professional (CIP), CompTIA Network+ (Net+), CompTIA Security+ (Sec+) Preferred BA or equivalent in experience 

KNOWLEDGE, SKILLS AND ABILITIES:

Design and Sales Leadership. Tactical with strategic alignment. Evangelist presentation characteristics. Actively participate in guiding team sales process. Ability to travel up to 30% of each month within the assigned geographic area.

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.