Client Acquisition Director; m​/w​/d

Change your job, change your workplace, change your future...

Ricoh are currently recruiting for a Client Acquisition Director (m/w/d) based in Germany. This is a senior business leader responsible for new client acquisition of large and strategic target accounts headquartered in the region (including Fortune 500 Europe businesses).

New Business Development: Identify, pursue, and secure new global enterprise accounts with a focus on high-revenue, high-potential opportunities valued at $10M+ in total contract spend. Customer wins will grow RICOH’s overall market share.

Strategic Sales Leadership: Develop and execute comprehensive global account acquisition strategies aligned with customer digital transformation goals, leveraging our full portfolio of solutions.

C-Suite Engagement: Build trusted advisor relationships with senior decision-makers (IT, Finance, Operations, Procurement, Corporate Real Estate, etc.), positioning our organization as a strategic technology partner.

Cross-Portfolio Solution Selling: Articulate the value of integrated solutions spanning Managed Print Services, Workplace Experience, and Business Process Automation, driving innovation, operational efficiency, and workplace modernization for clients.

Matrix Leadership: Collaborate and lead virtual, cross-functional global teams — including Business Development, Technology SMEs. Solution Architects, global and regional Sales teams, and Portfolio leaders — ensuring seamless pursuit execution.

Complex Contract Negotiation: Lead high-stakes negotiations with global procurement and legal teams, structuring large-scale, multi-region agreements that balance client needs, profitability, and long-term growth objectives.

Market Insights & Thought Leadership: Stay ahead of global and regional market trends, competitive landscape, and emerging technologies. Bring insight-driven, consultative recommendations that challenge customer thinking and inspire action.

Accountability to Senior Stakeholders: Provide regular progress updates and strategy refinements to senior internal stakeholders, ensuring transparency, alignment, and timely approvals for complex, high-value deals.

Perform other duties as assigned

• Situational analysis of customer’s business and opportunity bridge to RICOH strategy and offerings
• Framework for specific account priorities and actions, including activity within each stage of sales cycle
• Clear approach to meet or exceed financial and non-financial targets, including identifying gaps and taking corrective action
• Grow wallet share in strategic new business areas for RICOH with a particular focus on Workplace Experience and the customer’s digital transformation journey through co-creation and strategic roadmap activities

• Build strong senior stakeholder and operational network within the target account’s organization and align to Ricoh
• Identify, develop, and maintain strong relationships within the target account team e.g. Coach, Influencer, Decision Maker, Gatekeeper, Executive
• Develop a deep understanding of the target account’s business and industry / vertical market. Bring thought leadership, share insights, and challenge the target account’s thinking to inspire action
• Understand the target account’s investment and decision-making process

• Motivate and inspire a team including Regional, Local and Global stakeholders including sales, technical, and service delivery in line with Global Team Selling approach
• Sales leadership to local Operating Companies and Portfolio teams via a matrix reporting line
• Efficiently qualify opportunities – assess the fit and affordability with the target account
• Provide timely and accurate management information for business forecasting and budgeting
• Accountable for international enterprise wins in order of magnitude of $10m+ per annum

• Fluent in English and local language (German C1) of designated target account list. Additional language(s) beneficial but not required
• A dynamic and results driven senior sales…