Solutions Sales Executive

Overview The Solutions Sales Executive, Public Sector (SSE-PS) is a motivated self-starter thriving in a high-growth, fast-paced, collaborative team-selling environment. SSE-PS is accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and collaboration with customers and prospects across Ricoh. This role can transact deals with velocity and run strategic opportunities independently. It is an individual contributor role reporting to the Sales Manager, Public Sector and Enterprise Sales. The SSE-PS works with a small team focused on the Government marketplace, engaging Subject Matter Experts as needed. The SSE-PS acts as a client executive for the Provincial public sector, understanding Ricoh's portfolio of hardware, software and services and how they integrate to support modernization efforts. The strategic direction, growth, and outcomes rest with the SSE-PS. Duties and Responsibilities: Identify, cultivate, and close net-new business as well as manage existing relationships to ensure public sector renewals and retention in the Provincial Government portfolio. Build account plans and strategies for each target account. Effectively collaborate with internal resources (Senior Managers, Solution Architects, Professional Services, Subject Matter Experts, etc.) in sales opportunities. Manage sales activity and forecast accuracy using Salesforce and achieve KPIs (Activity, Pipeline, Win rate, etc.). Develop and deliver customized sales presentations and product demonstrations. Understand public sector vertical-market challenges, business needs and opportunities, and map this to Ricoh’s portfolio of products and services. Drive profitable growth in assigned accounts through customer engagements, contract retention and expansion, and addition of solutions and services. Build strong relationships with key executive stakeholders within the Provincial Government to facilitate retention and expansion. Independently drive customer engagements, meetings, and develop opportunities using SMEs and other assets to position, propose, and close deals. Other duties as assigned by Manager. Qualifications Minimum College or university degree (preferably business) or equivalent experience in a related field. Experience selling in the Public Sector, preferably in the Provincial Government. Experience managing and closing complex enterprise-scale sales cycles. Demonstrated ability to over-achieve quotas in past positions. Sales experience in a quota-carrying role, ideally in IT or a consultative selling environment that includes Services, Software and SaaS-based offerings (both on-site and Cloud). Demonstrated ability to effectively work in a specialized team environment. Preferred Established contacts and relationships in the Provincial Government. Proficient computer application skills, including Salesforce.com, O365. Demonstrates knowledge of the Provincial Government marketplace including the structure, procurement vehicles, and policies. Skills Excellent verbal and written communication skills – includes reporting and forecasting. Outstanding presentations and storytelling skills. Strong selling skills, with exceptional analytical, organizational, and communication abilities. Ability to work within a team-oriented environment. Outstanding consultative selling skills / needs-based selling approach focusing on building relationships. Proven skills in Enterprise Sales in the Public Sector preferably selling IT software and professional services. Ability to assess customer environments and create strategies for extending and expanding services throughout the organization. Excellent influencing and negotiation skills, coupled with tact and diplomacy. Demonstrated time management skills and the aptitude to manage numerous requests and time demands concurrently. Ability to remain updated on current technology and trends in the public sector marketplace. Ability to maintain positive, productive relationships with co-workers, peers, management, sales, and other individuals in Ricoh. Ability to manage conflict and effectively problem solve in a fast-paced, high-stress environment. Other Requires a valid driver's license and reliable transportation (and auto insurance coverage per Ricoh's policy). Hybrid working model (office and remote). The classification is subject to change if company policy changes. Occasional travel is expected. Seniority level Associate Employment type Full-time Industries IT Services and IT Consulting #J-18808-Ljbffr