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Sr Business Development Manager

Expired Job

Ricoh Americas Corporation Wayne , PA 19080

Posted 3 months ago

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




  • 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.

Sales Enablement

  • 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.

Account-Based Strategy

  • 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.

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Sr Business Development Manager

Expired Job

Ricoh Americas Corporation