Senior Sales Executive for Public Sector Solutions

3 weeks ago

Burnaby, British Columbia, Canada Ricoh Full time

Senior Sales Executive for Public Sector Solutions

The Senior Sales Executive for Public Sector Solutions is a driven and proactive individual who excels in a dynamic, high-growth, and collaborative sales environment. This role is responsible for surpassing monthly and quarterly sales targets, managing deals proactively, ensuring forecast accuracy, and engaging with clients and prospects in partnership with internal teams and the broader Ricoh organization. The expectation is that the Sales Executive can both close deals swiftly and independently manage strategic opportunities. This position operates as an individual contributor under the guidance of the Sales Manager for the Public Sector.

The Sales Executive serves as a client liaison, concentrating on a specific vertical market within the public sector, including Core Government, Education, and Healthcare. This role requires a comprehensive understanding of the Ricoh service portfolio and the ability to articulate how these services align with the modernization initiatives of public sector clients. The ultimate responsibility for strategic direction, growth, and outcomes lies with the Sales Executive.

Key Responsibilities:

  • Identify, nurture, and secure new business opportunities while managing existing client relationships to ensure renewals and retention within the public sector.
  • Evaluate sales opportunities using Ricoh's established sales methodologies and metrics, ensuring alignment with customer needs and success criteria.
  • Develop strategic account plans tailored to each target client.
  • Collaborate with internal resources, including Senior Managers, Solution Architects, and Subject Matter Experts, to drive sales opportunities.
  • Oversee all sales activities and maintain forecast accuracy through effective use of sales tools, achieving key performance indicators (KPIs) such as activity levels, pipeline management, and win rates.
  • Create and deliver customized sales presentations and product demonstrations that resonate with clients.
  • Understand the challenges and business needs of the public sector vertical market, correlating this knowledge with Ricoh's offerings.
  • Drive profitable growth within assigned accounts through meaningful customer interactions, contract renewals, and the introduction of additional solutions and services.
  • Establish and maintain relationships within client organizations to facilitate retention and expansion, managing daily sales activities effectively.
  • Independently lead customer engagements and meetings, leveraging Subject Matter Experts and other skilled resources to position, propose, and close sales.
  • Perform additional duties as assigned by the Sales Manager.

Qualifications:

Minimum Requirements:

  • Post-secondary education or equivalent experience in a relevant field.
  • A minimum of 2 years of sales experience in the public sector, ideally in a quota-carrying role within IT or a consultative sales environment that includes services, software, and SaaS offerings.

Preferred Qualifications:

  • 4+ years of experience in public sector sales, with a proven track record of closing new business in services, software, and SaaS solutions.
  • Established relationships within the British Columbia Public Sector and First Nation Communities.
  • Experience managing and concluding complex enterprise-level sales cycles.
  • Demonstrated history of exceeding sales quotas in previous roles.
  • Proficient in computer applications, including the Microsoft Suite.

Skills:

  • Fluency in English with excellent verbal and written communication skills, including strong reporting and forecasting capabilities.
  • Exceptional presentation skills, capable of delivering engaging and effective presentations.
  • Strong sales acumen, complemented by analytical, organizational, and communication skills suitable for a professional, team-oriented environment; attention to detail is essential.
  • Outstanding consultative selling abilities with a focus on relationship-building with clients.
  • Proven success in software and professional services sales, demonstrating leadership and integrity.
  • Able to foster positive, productive relationships with colleagues, management, and various departments.
  • Capable of assessing customer environments and devising strategies for service expansion across the client organization.
  • Adept at recognizing market trends through the collection and analysis of statistical data.
  • Committed to staying informed about current technologies and trends in the public sector marketplace.
  • Skilled in conflict resolution and effective problem-solving in a fast-paced, high-pressure environment.
  • Excellent negotiation and influencing skills, coupled with tact and diplomacy.
  • Demonstrated time management skills with the ability to handle multiple requests and priorities simultaneously.

Other Requirements: A valid driver's license and reliable transportation are necessary, along with auto insurance coverage as per Ricoh's policy.

Salary: $75K (negotiable) plus commissions.


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