Strategic Alliances Executive

Able to reside in the Northwest or Southwest

Strategic Partner Sales Executive

This is a Senior Service Sales and individual contributor role responsible for signing net new partnership agreements that have a clear line of sight to new profitable revenue streams. You will leverage your networking skills to build partnerships that come with committed business in the form of on-going annuity agreements and project work. This position requires thought leadership, storytelling and thoughtful sales discovery and positioning skills. Must be able to work independently while also leveraging an extremely talented pre-sales design, consulting and leadership team.

Job Duties and Responsibilities:

• This position is a hunter role which will require the ability to build a book of business with targeted and fast-growing OEM’s (Original Equipment Manufacturers) that create automation solutions found throughout the enterprise such as: Last Mile Technologies, Material Handling Robotics, Point of Sale, Med Tech, Currency Management, Asset Management equipment.
• As a trusted adviser and thought leader to your OEM partners and prospects you will engage in GTM conversations with key executives and buying personas around their desired service promise to their customers.
• We offer service programs that help these companies deliver a world-class service promise to their end user customers.
• These service programs include business process automation consulting that supports their ROI, full-service life-cycle management inclusive of Service Desk Support and Supply Chain related solutions, IT Services such as DR, Hosting and Change Management, Advanced Digital training and education programs for better outcomes around technology adoption and on-going support.
• Ability to build a portfolio of business partners through disciplined networking, executive stature and demonstrated understanding of the partners business imperatives and desired outcomes and KPI’s for scaling their respective business. Become the partners partner/consultant.
• Work closely with sector targets in retail, manufacturing and healthcare to create valuable partnerships focused on the technology support and adaption needs of their end user community allowing Ricoh to absorb critical support challenges while the partner focuses their working capital on sales, marketing and innovation.
• Create long-term committed business relationships.
• Ability to create multimillion USD annuities with premium GP. Must be very familiar with working with design resources and consulting to establish MSA’s and the required SOWs in support of partner success plans and committed business agreements.
• Prioritizes hunting, success planning, networking for new prospect development for closing net new business.
• Contributes to the success and expansion of the Service Advantage Business Playbook.
• Strategic mindset:
• Ability to target companies and sectors with long term trajectory.
• Leads conversations with emerging growth companies and start-ups and able to build partner ecosystems and relationships that maximize Ricoh’s Share of Wallet..
• C- level intelligence with manufacturers of technology and their GTM careabouts specific to service life cycles support, IT Services and automated workflows.
• Ability to be strategic with tremendous ambiguity.

Excellence in communication/Ricoh story:

• Showcase Ricoh Service Advantage and our Ribbon of Value around GTM initiatives that impact OEM’s service promise to their end user customers.
• High degree of confidence in becoming a thought leader, presenter and sales executive around Technology Adaption and Support concepts outlined in our Ribbon of Value.
• Must be a great storyteller and curious listener.
• Executes business development strategies that drive net new signings and annual revenue goals. This is an individual contributor sales role.

Qualifications (Education, Experience, and Certifications)

• 4-year college degree required
• 10+ years of sales experience required.
• A minimum of 10 years in services sales, business development or similar strategic selling roles in technology services required.

Knowledge, Skills and Abilities

• Experience in positioning complex service engagements, strategic partnerships, and/or strategy consulting. leveraging relationships and partnerships to expand net new business.
• Industry expertise
• Ability to help partners monetize Ricoh.
• Demonstrated financial, business acumen and business planning experience.
• Excellent prospecting and networking skills- Trade shows, events and leveraging your exiting contacts and relationships.
• Strong ability to create alliances, build partnerships and design sales opportunities in collaboration with the partner community and Ricoh vertical accounts teams.
• Skillful in negotiations with complex deals while driving profitable business.
• CRM proficiency and strong forecasting and activity management skills.
• Possesses strong leadership ability and sound judgment and decision-making abilities.
• Possesses strong problem-solving and facilitation skills.
• Possesses superior interpersonal and communications skills.
• Possesses excellent customer service skills including ability to follow up to ensure closure of issues.
• Possesses strong organizational and analytical skills.
• Possesses excellent listening skills, tact, charisma and the ability to negotiate.

Working Conditions

• Willingness to travel overnight is necessary

Pay Rate Range

$140k - 150k

Commission Eligible

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, skills, efforts or working conditions associated with a job.