Sr Solutions Sales Consultant - Managed Services
About the role
The Sr. Solutions Sales Consultant is responsible for technical solution design pre-sales functions. These functions would include; pricing, solution design, solution validation with operations, proposal build support, RFP response support, and sales tracking of active opportunities. The SSSC will support all SME’s on the MS team. The SSSC will support the entire MS portfolio, Imaging, Printing, RDPS, and ON-Site services.
Job Duties & Responsibilities:
- Promote and support pre-sales and solution design activities.
- Apply a consultative approach to C-level and IT contacts to gain an understanding of the customer's business and technology requirements, using the RICOH methodology framework to analyze the customer's business and technology requirements and selecting the right solutions to meet the customer's needs;
- Develop advanced knowledge of the Managed Services solution set
- Support MS sales teams with proposals and RFP responses
- Support MS solutions pre-sales activities through sustained activities in presentation, solution selection, pricing, confirmation of pricing and solution fit with delivery.
- Develop Statement of Work (SOW) and design documentation contribution as a part of the business/technology solution that relates to the MS solution; Templates of SOW’s will be provided.
- Engage vendor partners to assist in complex solutions where appropriate;
- Manage client engagement cycle, communications and expectations from design through to implementation team hand-off;
- Promote and practice good customer relations - representing oneself in a professional manner to enhance the interests and reputation of Ricoh Canada Inc.;
- Track all active opportunities for the sales team, Win / Loss / Active Other duties as assigned by manager
Qualifications (Education, Experience and Certifications):
- Post Secondary Education preferred, or equivalent experience in a related field
- Minimum of 5 years’ experience working in a services organization delivering complex solutions and services sales support, including document management experience in software solutions design, implementation or software configuration
- SaaS, Business Process Management (BPM) and/or Managed Services sales experience required Government sales experience required
Knowledge, Skills and Abilities:
- Ability to work independently in sales and support environments with experience calling on a variety of accounts including local SMB, vertical or national accounts
- Strong interpersonal communications, time management, creative, analytic and organizational skills Advanced skills in Microsoft Office applications and the creation and use of templates and styles
- Advanced technical understanding of networking, messaging, database, operating system, directory services technologies, document management products and Professional Services best practices
- Advanced working knowledge of scanning, imaging, workflow, printing, document management and software applications specific to the document lifecycle (capture, manage, output and store) in a departmental environments
- Ability to advance with new technology - learning aptitude and adjusts well to change; Strong verbal and written communication skills, including ability to present to customers. Ability to create professional application and services delivery documentation Product and technological knowledge of Ricoh products an asset
Other Requirements:
- Requires a valid driver's license and reliable transportation as this position involves local travel on a regular basis (and auto insurance coverage per Ricoh's policy)
- Frequent regional travel to customer sites and occasional long distance overnight travel required
About Ricoh
For more than 50 years, the PFU group of companies ("PFU") has been developing technologies to accelerate digital transformation for organizations around the world—including our state-of-the-art fi Series and ScanSnap document scanners.
PFU Limited was founded in 1960, and our joint-venture roots weave back to 1973 when we joined PANAFACOM, a consortium of companies including Fujitsu and Panasonic that developed the first minicomputers. Years later, in 1987, USAC Denshi and PANAFACOM merged to establish PFU Limited (PANAFACOM, USAC). In 1983, PFU Limited launched its first document scanner.
PFU has been committed to manufacturing and supporting digital transformation-focused products for our customers and partners for decades. From introducing the first flatbed scanner to building the best-selling fi-7160, our innovative spirit and solution-forward technologies have helped us achieve and maintain our top spot as a leader in document scanners.
In 2022, we joined the Ricoh Group of companies and changed our name from Fujitsu Document Scanners to Ricoh Document Scanners. Besides the change in branding, our customers and partners can expect the same level of excellence, quality, and reliability. The R&D, manufacturing, sales, marketing, and services that our customers and partners know and trust will stay exactly the same.
We are dedicated to bringing best-in-class consumer and enterprise document scanners to organizations everywhere, helping them move forward in a more connected, sustainable world.
Sr Solutions Sales Consultant - Managed Services
About the role
The Sr. Solutions Sales Consultant is responsible for technical solution design pre-sales functions. These functions would include; pricing, solution design, solution validation with operations, proposal build support, RFP response support, and sales tracking of active opportunities. The SSSC will support all SME’s on the MS team. The SSSC will support the entire MS portfolio, Imaging, Printing, RDPS, and ON-Site services.
Job Duties & Responsibilities:
- Promote and support pre-sales and solution design activities.
- Apply a consultative approach to C-level and IT contacts to gain an understanding of the customer's business and technology requirements, using the RICOH methodology framework to analyze the customer's business and technology requirements and selecting the right solutions to meet the customer's needs;
- Develop advanced knowledge of the Managed Services solution set
- Support MS sales teams with proposals and RFP responses
- Support MS solutions pre-sales activities through sustained activities in presentation, solution selection, pricing, confirmation of pricing and solution fit with delivery.
- Develop Statement of Work (SOW) and design documentation contribution as a part of the business/technology solution that relates to the MS solution; Templates of SOW’s will be provided.
- Engage vendor partners to assist in complex solutions where appropriate;
- Manage client engagement cycle, communications and expectations from design through to implementation team hand-off;
- Promote and practice good customer relations - representing oneself in a professional manner to enhance the interests and reputation of Ricoh Canada Inc.;
- Track all active opportunities for the sales team, Win / Loss / Active Other duties as assigned by manager
Qualifications (Education, Experience and Certifications):
- Post Secondary Education preferred, or equivalent experience in a related field
- Minimum of 5 years’ experience working in a services organization delivering complex solutions and services sales support, including document management experience in software solutions design, implementation or software configuration
- SaaS, Business Process Management (BPM) and/or Managed Services sales experience required Government sales experience required
Knowledge, Skills and Abilities:
- Ability to work independently in sales and support environments with experience calling on a variety of accounts including local SMB, vertical or national accounts
- Strong interpersonal communications, time management, creative, analytic and organizational skills Advanced skills in Microsoft Office applications and the creation and use of templates and styles
- Advanced technical understanding of networking, messaging, database, operating system, directory services technologies, document management products and Professional Services best practices
- Advanced working knowledge of scanning, imaging, workflow, printing, document management and software applications specific to the document lifecycle (capture, manage, output and store) in a departmental environments
- Ability to advance with new technology - learning aptitude and adjusts well to change; Strong verbal and written communication skills, including ability to present to customers. Ability to create professional application and services delivery documentation Product and technological knowledge of Ricoh products an asset
Other Requirements:
- Requires a valid driver's license and reliable transportation as this position involves local travel on a regular basis (and auto insurance coverage per Ricoh's policy)
- Frequent regional travel to customer sites and occasional long distance overnight travel required
About Ricoh
For more than 50 years, the PFU group of companies ("PFU") has been developing technologies to accelerate digital transformation for organizations around the world—including our state-of-the-art fi Series and ScanSnap document scanners.
PFU Limited was founded in 1960, and our joint-venture roots weave back to 1973 when we joined PANAFACOM, a consortium of companies including Fujitsu and Panasonic that developed the first minicomputers. Years later, in 1987, USAC Denshi and PANAFACOM merged to establish PFU Limited (PANAFACOM, USAC). In 1983, PFU Limited launched its first document scanner.
PFU has been committed to manufacturing and supporting digital transformation-focused products for our customers and partners for decades. From introducing the first flatbed scanner to building the best-selling fi-7160, our innovative spirit and solution-forward technologies have helped us achieve and maintain our top spot as a leader in document scanners.
In 2022, we joined the Ricoh Group of companies and changed our name from Fujitsu Document Scanners to Ricoh Document Scanners. Besides the change in branding, our customers and partners can expect the same level of excellence, quality, and reliability. The R&D, manufacturing, sales, marketing, and services that our customers and partners know and trust will stay exactly the same.
We are dedicated to bringing best-in-class consumer and enterprise document scanners to organizations everywhere, helping them move forward in a more connected, sustainable world.