Sr Solution Consultant, Hardware

 

Position Summary:
The Solution Consultant (SC) is a strategic sales driver responsible for generating revenue through solution sales within existing Ricoh Print customers and new or competitive accounts. This role requires expertise in business-to-business environments with a strong focus on printing solutions. The SC must have a comprehensive understanding of Ricoh’s Print Solutions Portfolio and the ability to assess current environments, then develop and present compelling business solutions using Ricoh’s approved hardware, software, and services.

Objective:
Meet or exceed assigned revenue and target metrics within the designated territory.

Key Responsibilities:

Achieve or surpass revenue and gross profit targets while maintaining or increasing Machines in Field (MIF), unit placements, and managing expenses. Demonstrate proficiency in territory, account, and opportunity management. Generate a robust pipeline of new hardware, software, services, and complete solution sales opportunities, and drive them through the sales process to closure. Develop compelling business cases and demonstrate strong technical aptitude and leadership. Engage with C-level executives within the assigned territory. Analyze customer business and technology needs to drive Ricoh’s Solutions Portfolio and offerings. Lead customer events, meetings, and workshops to generate new solution sales opportunities. Create client-facing documents including proposals, presentations, and RFP responses. Collaborate with approved third-party partners during the sales cycle as needed. Stay current on Ricoh products, third-party solutions, competitive services, and industry trends. Apply a consultative approach in interactions with customer executives and IT teams. Ensure compliance with Ricoh procedures and coordinate project handoffs to pre-sales and delivery teams. Perform additional duties as assigned by management.

Qualifications:

Bachelor’s degree preferred or equivalent experience in a related field. Minimum of 8 years of successful B2B sales experience in print hardware, software, services, and solution selling. Proven experience in sales negotiations. Valid driver’s license required.

Knowledge, Skills, and Abilities:

Deep understanding of printing solutions across diverse customer environments. Ability to gather and analyze customer requirements to develop tailored solutions. Skilled in integrating proposed solutions into existing business and technical environments. Strong organizational skills with the ability to manage multiple sales cycles simultaneously. Proficient in Microsoft Office Suite (PowerPoint, SharePoint) and CRM tools. Excellent verbal and written communication skills, with the ability to present to C-level executives. Capable of managing long, complex sales cycles from opportunity identification to contract signing.

Working Conditions:

Primarily remote or office-based work environment. Travel required up to 5 days per week. Occasional physical activity including standing, walking, bending, and reaching. Moderate dexterity required for regular use of office equipment (keyboard, phone, etc.).

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.