The Director of Production Professional Services and Software Sales is responsible for the advanced Standalone software solutions and professional services revenue plan for the RUS direct sales channel.
JOB DUTIES AND RESPONSIBILITIES
Expected to meet or exceed assigned Production Services revenue objectives at the US level with primary responsibility for driving advanced Standalone Software sales combined with value added professional services through the Production PS Sales and Pre-Sales organization (SDM, CSS and CSA)
Provides leadership and management to direct reports and matrix organization including Solution Development Managers (SDM), Complex Sales Specialists (CSS) and Complex Solution Architects (CSA), Production Sales Directors and Production Systems Manager
Champion of business transformation to a services and solutions lead organization by working strategically with Ricoh US strategic vertical organization sales leaders and production field sales leaders
Drives Standalone Software and Assessment services pipeline to KPI levels through a disciplined operating cadence with the Production Systems Manager channel, both with existing and independent of equipment sales cycles
Develops and executes to a process that consistently drives advanced Standalone software sales and pipeline into Managed Services base accounts inside of Global and Large Major Accounts
Responsible for enabling and supporting the US production equipment revenue and unit plan by integrating the Production PS Sales organization early into the selling process and driving advanced Standalone software solutions as part of an overall solution
Develop and manage financial and non-financial KPI's of all direct reports
Report financial performance results on a monthly basis to senior management
Execute to the training and development model designed for the SDM, CSS and CSA organization
Responsible for setting and managing Production PS quotas and goals for direct reports
Build customer loyalty and relationships that result in expanded services business.
Encourage and build positive relationships with internal and external customers, which foster teamwork and growth.
Sustained sales support activities. Responsible for supporting Marketplaces, where appropriate, in presentations, demonstrations, proof of concepts, internal training, assessment services and proposals related to Professional Services solutions and services.
Maintain 100% compliance to the Professional Services infrastructure and processes.
Actively participate in Account Planning Sessions, Integrated Account Reviews (IAR's), HIVAMP meetings to influence account strategy, drive sales cycles and increase services pipeline for key accounts
Protect and increase a profitable PS revenue stream within current accounts.
Allocate resources where necessary to implement solutions or customers problem resolution.
Must demonstrate a commitment to the Ricoh sales processes, values and business code of ethics.
Coordinate Regional and Marketplace PS training for PS team and general line sale personnel.
Responsible for support, maintenance and adherence of technology standards within Ricoh demonstration rooms across the US
QUALIFICATIONS (Education, Experience And Certifications)
Requires knowledge typically gained through the attainment of a four-year degree
Requires minimum of 10+ years management of direct reports
Requires 10+ years of sales and sales management of advanced software solutions and professional services
Technical team management with strong IT experience/background preferred
5+ years of experience selling or supporting Production and Color solutions preferred
5+ years experienced calling on Global and Major Accounts
Experienced negotiator who is self-motivated and competitive with strong organizational and interpersonal skills
Requires a valid driver's license and minimum levels of auto insurance coverage per Ricoh's policy
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