POSITION PROFILE (Preferred location for this role is in the Eastern or Central Time Zone.)
This is a leadership role responsible for creating and executing Ricoh Global Services' (RGS) services-led business development strategy -- to expand Ricoh's complex software & services footprint with our Global Major Account ("GMA") and International customers, working with internal teams, partners and customers to create GTM initiatives and develop account-specific opportunity strategies
JOB DUTIES AND RESPONSIBILITIES
Set the vision for the RGS US Business Development / SE team.
Lead the development of go-to-market initiatives that drive profitable services revenue growth in global major accounts, through the effective delivery of current and new offerings.
Lead the joint planning process to develop offerings, performance objectives, financial targets and key milestones.
Contribute to Sales Enablement strategies, strategic growth initiatives and communication materials.
Recommend engagement strategies with sales partners to support GTM initiatives and account-specific opportunities.
Strategy and Portfolio Alignment
Identify customer specific and broader market opportunities, coordinate GTM strategy with internal stakeholders.
Inform GMA portfolio strategy development initiatives to agreed objectives, quality and time scales.
Voice of Customer
Lead customer co-creation / innovation workshops.
Establish strong relationships with senior stakeholders at global customers and sales partners in order to validate our growth initiatives, linked to current and future portfolio development.
Ensure Voice of Customer input results in clearly defined, detailed solution or service requirements.
Drive the effective introduction of complex Service & Software offerings for GMAs.
Lead the communication of new offerings to Global Account teams and drive the introduction of these offerings to GMA customers.
Contribute to the standardization of new services opportunity qualification & management processes.
Develop account and industry specific content.
Contribute to creation and regular update of tools (e.g. battlecards, business cases, ready reckoners) to accelerate sales processes.
Lead the creation and execution of services strategy for GMA accounts with GADs (Global Account Directors).
Work closely with GAMs and Line of Business (LOB) sales teams to develop value proposition messaging and positioning strategies that differentiate Ricoh through TCO, ROI and value based measures.
Independently drive customer engagements and develop opportunities.
Identify and engage with relevant partners to assist with further customer penetration.
QUALIFICATIONS (Education, Experience, and Certifications)
Degree level or equivalent preferred; Business Administration, Marketing, and / or STEM- related Degree, and relevant B2B experience across a range of industries.
Minimum 10 years Sales / Business Development / Marketing / Product Management experience in a technology services company.
Experience establishing and driving joint venture initiatives in an international environment.
Proven track record delivering successful outcomes with services partners.
Subject matter expertise (SME) required in at least one of our Advanced Services offerings, i.e., Workplace Productivity Services, Enterprise Support Services, Enterprise Content Management & Workflow Services or Services Advantage.
Some experience in a quota-bearing role is essential.
Ricoh is an EEO/Affirmative Action Employer -- Minorities/Women/Protected Veterans/Disabled.
Ricoh Americas Corporation