Description
The Senior Solutions Sales Executive, Public Sector (SSE-PS) is a highly motivated self-starter who thrives in a high growth, fast paced, collaborative team-selling environment. SSSE-PS is accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and working with customers and prospects in collaboration with internal teams and the broader Ricoh organization. The SSSE-PS acts as a client executive focused on a specific vertical market in the public sector realm (Core Government, Education, Healthcare). The SSSE-PS understands the entire Ricoh portfolio of services and can articulate how they integrate to support modernization efforts of the public sector client. Identify, cultivate, and close on net-new business as well as manage existing relationships to ensure public sector customer renewals and retention.
Qualify sales opportunities based on Ricoh’s sales methodology & metrics, to include customer fit and success criteria
Build account plans and strategies for each target account
Collaborate and engage internal resources (Senior Managers, Solution Architects, Professional Services, Subject Matter Experts, etc.) in sales opportunities
Manage all sales activity and manage forecast accuracy through proper use of sales tools (Salesforce) and achieve Sales 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 then correlate this information back to Ricoh’s portfolio of product and services
Drive profitable growth in assigned account(s) through valuable customer engagements, contract retention and expansion, and addition of solutions and services
Builds relationships inside client organizations, to facilitate account retention and expansion, and manage the day-to-day sales activities
Independently drives customer engagements, meetings, and develops opportunities using SMEs and other skilled assets to position, propose and close deals
College or university degree, or equivalent experience in a related field.
~2+ years of public sector 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)
4+ years of public sector sales experience closing net-new business selling Services, Software and SaaS-based offerings (both on-site and Cloud)
~ Established contacts and relationships in the Public Sector.
~ Experience managing and closing complex enterprise -scale sales cycles
~ Proficient computer application skills, including Salesforce.Com, Microsoft Suite
Outstanding consultative selling skills / needs based selling approach focusing on building a relationship with a customer or prospect
Proven track record of software and professional services sales, leadership, and integrity
Ability to maintain positive, productive relationships with co-workers, peers, management, sales, and production departments
Ability to recognize market trends by collecting, organizing, and analyzing statistical data
Ability to remain updated on current technology and trends in the public sector marketplace
Requires a valid driver’s license and reliable transportation required (and auto insurance coverage per Ricoh’s policy)
