Sr Solutions Sales Executive

We want you to join our customer centric team whose passion it is to Empower Digital workplaces

At Ricoh, we aren't satisfied with keeping pace with today's complex work environments, we are setting the pace. We are reimagining the workplace.

We are a family that promotes positive manager relationships and on-going learning & development that nurtures professional growth and career advancement. 

Discover what you are capable of in an environment where your growth is supported, and your success is celebrated.

Sr. Solutions Sales Consultant - Legal

The Sr. Solutions Sales Consultant - Legal is a highly skilled sales professional who is responsible to generate revenue and meet or exceed financial targets by building solid multi-level relationships in the legal market.  The Legal Solutions Consultant must work strategically to cultivate revenue growth opportunities by gaining a deep understanding of client needs/challenges and using expertise to recommend and promote Ricoh Legal solutions.   The Legal Solutions Consultant is responsible to develop long-term trusted relationships with clients and to provide exceptional service by focusing on client objectives.

Responsibilities:

Strategic Business Development(50%)

• Responsible to meet sales performance targets and sales quota for designated accounts and territory; actively seeks opportunities to grow pipeline and achieve financial targets in existing client base and in target markets; generate new business and secure recurring revenue
• Responsible to meet weekly sales activity targets; make appropriate number of calls on prospects and existing customers to generate leads.
• Demonstrate initiative in identifying potential sales leads / opportunities to help drive revenue targets.
• Effectively qualify sales opportunities, record opportunities and document findings in company CRM system ); maintain an accurate and up to date sales pipeline; maintain current and accurate client / profile information.
• Responsible to network and negotiate at a senior level within major accounts (legal and other named accounts).
• Develop sales quotes and proposals as needed to win bids; negotiate pricing on client opportunities while maintaining pricing integrity, consistency and minimized discounts; responsible to re-negotiate pricing for projects involving a change in scope.
• Responsible to champion sales initiatives for new product or services offerings.
• Work collaboratively with team members to develop a successful client team model to produce recurring revenue, established relationships and measured customer satisfaction.

Account Development (40%)

• Act as the relationship lead for the account; initiating and pro-active at engaging clients and building strong client rapport to expand contact base; pro-actively engage business development resources in larger scale opportunities and new contracts.
• Responsible to identify opportunities for account expansion and drive results; able to see avenues to extend project/contractual engagements into full solution.
• Keep current with competition and competitive issues, products and services; use intelligence to generate competitive advantage.
• Leverage sales techniques, technologies and models that will advance the organization and keep the sales team performing at the highest level.
• Corporate Initiative and Administration (10%)
• Responsible to identify, communicate and support the resolution of critical business issues. 
• Support the success of key marketing initiatives; contribute to the development of content sales collateral, templates, sales tools and capability presentations / demonstrations .
• Represent the company at marketing events; trade shows, conferences, or educational events.

Qualifications 

Education:

• University or College education and 5+ years' work experience and proven success in the legal or software industry

Skills and Competencies: 

To effectively fulfill the role of CMLS, the following competencies are required: 

• Strong visual, verbal and written communication skills
• Ability to think strategically and analytically at a high-level
• Goal oriented and results driven
• Strong relationship development skills
• Strong presentation and public speaking skills
• Ability to prioritize and focus initiatives on revenue generation activities
• Able to work effectively under short deadlines in high-pressure situations
• Has an in-depth understanding of legal process and customer needs
• Has an in-depth understanding of Ricoh Legal services / capabilities
• In-depth understanding of eDiscovery services and capabilities
• Software application proficiency: Microsoft Office; MS Outlook; MS Excel, MS Word, MS Visio; PowerPoint,
• Ability to achieve results despite barriers and challenges 

Working Conditions (Environment):

• This position is located in Western Canada.  Position involves a combination of working in the office, from your home office and at client sites.  Travel across Canada / US may be required. 
• The corporate work environment is described as professional, high energy, high velocity, responsive, collaborative, and team oriented.   
• Standard hours of operation are 8:30am – 5:00pm, Monday through Friday.  Client demands may require work hours outside of Standard hours of operation.

Ricoh is an information management and digital services company connecting technology, processes, and people in progressive business around the world.  Ricoh is a recognized leader in document workflow, process automation, digital transformation, and security. Every day our 90,000+ global employees work with big and small companies' optimizing their end-to-end business solutions.