The Sr. Solutions Sales Consultant is responsible for technical solution design pre-sales functions. These functions would include; pricing, solution design, solution validation with operations, proposal build support, RFP response support, and sales tracking of active opportunities. The SSSC will support all SME’s on the MS team. The SSSC will support the entire MS portfolio, Imaging, Printing, RDPS, and ON-Site services.
Job Duties & Responsibilities:
Promote and support pre-sales and solution design activities.
Apply a consultative approach to C-level and IT contacts to gain an understanding of the customer's business and technology requirements, using the RICOH methodology framework to analyze the customer's business and technology requirements and selecting the right solutions to meet the customer's needs;
Develop advanced knowledge of the Managed Services solution set
Support MS sales teams with proposals and RFP responses
Support MS solutions pre-sales activities through sustained activities in presentation, solution selection, pricing, confirmation of pricing and solution fit with delivery.
Develop Statement of Work (SOW) and design documentation contribution as a part of the business/technology solution that relates to the MS solution; Templates of SOW’s will be provided.
Engage vendor partners to assist in complex solutions where appropriate;
Manage client engagement cycle, communications and expectations from design through to implementation team hand-off;
Promote and practice good customer relations - representing oneself in a professional manner to enhance the interests and reputation of Ricoh Canada Inc.;
Track all active opportunities for the sales team, Win / Loss / Active
Other duties as assigned by manager
Qualifications (Education, Experience and Certifications):
Post Secondary Education preferred, or equivalent experience in a related field
Minimum of 5 years’ experience working in a services organization delivering complex solutions and services sales support, including document management experience in software solutions design, implementation or software configuration
SaaS, Business Process Management (BPM) and/or Managed Services sales experience required
Government sales experience required
Knowledge, Skills and Abilities:
Ability to work independently in sales and support environments with experience calling on a variety of accounts including local SMB, vertical or national accounts
Strong interpersonal communications, time management, creative, analytic and organizational skills Advanced skills in Microsoft Office applications and the creation and use of templates and styles
Advanced technical understanding of networking, messaging, database, operating system, directory services technologies, document management products and Professional Services best practices
Advanced working knowledge of scanning, imaging, workflow, printing, document management and software applications specific to the document lifecycle (capture, manage, output and store) in a departmental environments
Ability to advance with new technology - learning aptitude and adjusts well to change; Strong verbal and written communication skills, including ability to present to customers. Ability to create professional application and services delivery documentation
Product and technological knowledge of Ricoh products an asset
Other Requirements:
Requires a valid driver's license and reliable transportation as this position involves local travel on a regular basis (and auto insurance coverage per Ricoh's policy)
Frequent regional travel to customer sites and occasional long distance overnight travel required
