Business Process Sales Consultant
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Job Description
Business Process Sales Consultant developing enterprise workflow solutions and complex bids for Ricoh. Building C-suite relationships and expanding client opportunity pipelines.
Responsibilities:
- Manage and create demand for complex, integrated workflow solutions aligned with client objectives
- Develop and manage relationships with key buyers and decision-makers in new and existing client organizations
- Keep Ricoh leadership informed and advance strategic partnerships with clients and industry partners
- Lead complex and technical bids, identifying client requirements, buying patterns, differentiated teams, and delivery approaches
- Drive competitive intelligence, market assessments, client assessments, strategic planning, and opportunity pipeline expansion
- Target prospects based on corporate direction and identify integration points for Ricoh
- Build partnerships with senior stakeholders and engage C-suite leaders
- Influence requirements, outcome expectations, selection processes, and evaluation criteria
- Generate client relationships and identify qualified opportunities throughout the sales cycle
- Create and maintain competitive advantage through problem identification and outcome-focused value propositions
- Solve complex business problems using in-depth knowledge of organizational objectives
- Negotiate and influence significant matters with senior client and Ricoh management
- Manage opportunities from sales pursuit through close using sales process and offering expertise
- Manage client expectations through detailed project plans and handoffs within Ricoh
- Coordinate internal Ricoh resources and vendor partners to solve customer problems
Requirements:
- Bachelor's Degree
- 7+ years of experience leading complex workflow, workflow integration and outsourcing deals
- 7+ years of experience with direct management of complex solutions and business development
- Experience executing all phases of large and multi-year capture efforts, including strategic planning, teaming, proposals, market, competitive, and price-to-win analyses
- Proven ability to develop and present business cases including financials and value proposition
- Experience developing and maintaining effective internal and external business relationships with clients and industry partners
- Strong understanding and ability to manage and navigate a sales process
- Advanced technical understanding of client work environments and applying Ricoh’s portfolio to business objectives
- Ability to lead solution development integrating with IT infrastructures
- Technical understanding of architectures, networks, and data center operational standards
- Enterprise environment problem-solving skills
- Strong interpersonal, time management, and organizational skills
- Ability to work with or lead diverse teams to formulate enterprise services and solutions
- Strong leadership, strategic thought leadership, verbal and written communication, and C-level presentation skills
- Ability to analyze complex data from multiple sources and propose solutions
- Ability to communicate effectively with IT and C-level executives regarding infrastructure and business requirements
- Strong working knowledge of advanced capture, ECM, workflow solutions, and Ricoh’s services portfolio
- Ability to coordinate multiple resources across Ricoh functional groups and vendor partners
- Ability to adapt to changing roles and work effectively as a team player
- Goal-oriented, motivated, and committed to ongoing self-development and development of others
- Positive mindset and attitude
- Ability to manage conflict and solve problems in a fast-paced, high-stress environment
- Ability to travel nationally and potentially internationally
- Personal vehicle
Benefits:
- Medical, dental, life, and disability insurance options
- Retirement Savings Plan (401K)
- Health Savings Account (HSA)
- Flexible Spending Account (FSA)
- Team member tuition assistance programs
- Paid vacation time
- Paid holidays annually
- Additional health, wellness, personal development, and professional development benefits
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