Business Process Sales Consultant

Business Process Sales Consultant – Ricoh Canada Production Print

Position Profile
The Business Process Consultant manages and creates demand for complex multi‑line business integrated workflow solutions in concert with client objectives utilizing skills across financial, technical, and business acumen. Develops and manages new and existing relationships with key buyers and decision makers within new and/or existing client organizations. Keeps the Ricoh leadership team informed and engages in advancing strategic partnerships. Leads complex and technical bids including identifying client requirements, buying patterns, and building a differentiated team and approach that can deliver client outcomes.

Drives market‑based competitive intelligence, market assessments, client assessments, and strategic planning efforts in support of expanding specific client‑based opportunity portfolios and pipeline.

• Target the right prospects given point‑in‑time evaluation of their corporate direction to determine integration points for Ricoh.
• Develop and create strong partnerships and relationships with senior stakeholders; effectively engage with the C‑suite to maintain their continued support of the Ricoh engagement.
• Influence requirements and outcome expectations leading to client selection process and evaluation criteria.
• Generate and build client relationships leading to qualified opportunity identification and involvement throughout the sales cycle often in absence of an existing client relationship or opportunity.
• Ensure a competitive advantage is created and maintained. Accurately identify the client problem and craft a value proposition that provides specific outcomes addressing that problem.
• Provide solutions to complex business problems for area(s) of responsibility where analysis requires in‑depth knowledge of organizational objectives.
• Interact with senior management at a client and/or within Ricoh, negotiating or influencing significant matters.
• Manage the opportunity from sales pursuit to close using deep sales process and offering expertise.
• Manage client expectations via a detailed project plan and resulting handoffs within Ricoh.

• 7+ years of experience leading complex workflow, workflow integration and outsourcing deals.
• 7+ years of experience with the direct management of complex solutions and business development.
• Experience with successful execution of all phases of large and multi‑year capture efforts, including strategic planning, teaming, proposals, market or competitive and price‑to‑win analyses.
• Proven ability to develop and present business cases including financials and value proposition.
• Experience with developing and maintaining effective internal and external business relationships with clients and industry partners.

• Strong understanding and ability to manage and navigate a sales process.
• Advanced technical understanding of client work environments and how to apply Ricoh’s portfolio to address business objectives.
• Ability to lead solution development integrating with IT infrastructures; technical understanding of architectures, networks and data center operational standards.
• Skill to work in an enterprise environment to solve business problems and achieve clients’ business process outcomes.
• Strong interpersonal, time management, and organizational skills.
• Experience leading diverse teams to formulate enterprise services and solutions.
• Strong leadership attributes and strategic thought leadership, including verbal and written communication skills to present to C‑level customers.
• Ability to analyze complex data from multiple sources, correlate issues and propose solutions.
• Effective communication with IT and C‑level executives to understand infrastructure and business requirements in enterprise environments.
• Working knowledge of advanced capture, ECM, workflow solutions and Ricoh’s services portfolio.
• Capability to coordinate multiple resources across functional groups and vendor partners to solve customer problems.
• Team player that adapts to changing roles.
• Goal‑oriented, motivated and committed to ongoing self‑development and…