Solution Sales Specialist

 

Able to reside in Madison WI or Minneapolis MN 

  POSITION PROFILE

Overview: 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 hardware, solutions, and services strategy within assigned dealers. As the subject matter expert for the Ricoh Hardware and Solutions & Services portfolios, the SSS is responsible for sourcing 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 and Hardware Portfolio.

Key Responsibilities:

Leverage the defined CRM system to input and manage the software and services pipeline. The SSS is responsible for reporting all prospecting and sales activities consistently and timely. Demonstrate experience and success in consultative & solution selling to ensure that opportunities are accurately scoped, configured, and delivered in line with customer expectations. Represent 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. Generate new sales opportunities by collaborating with dealer sales teams to pursue software and services expansion while working in a team selling environment. 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. Perform high-impact demonstrations that outline desired business outcomes. Consult and coordinate with the dealer in the areas of professional services and act as a dealer liaison and bridge to Ricoh internal functional areas, resources, and solutions partners. Coordinate with the Business Consultants on the structured onboarding of new dealer reps to include the onboarding kit. Drive to meet or exceed revenue and performance criteria. Participate in frequent communication of activities and opportunity status with the Ricoh Market Team. Work 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. Encourage and build positive relationships and communicate effectively with all co-workers and outside vendors. Routinely create a helpful and positive work culture.

Qualifications:

Four-year college degree preferred, or equivalent experience. Requires 6+ years of 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 a focus on 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 within 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, with 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, with 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. 75% of the month will be customer-facing. Work with cyclical and daily stress due to sales targets, frequent goals, and deadlines associated with the position, customers, and potential outcomes. 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 typically weighing 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.