Solutions Sales Executive

Ricoh Americas Corporation; Calgary; Hybrid; CAD 80,000 - 100,000; Full time

Job summary

A leading technology services provider is seeking a Solutions Sales Executive in Calgary, Canada. This role involves driving sales within the Provincial Government sector, requiring strong communication and selling skills. Candidates should have a relevant degree and experience in public sector sales. This position offers a hybrid working model and various benefits including healthcare and retirement plans.

Benefits

Medical and dental insurance

Retirement plan with matching contributions

Tuition assistance programs

Paid vacation time and holidays

Qualifications

• Experience managing and closing complex enterprise-scale sales cycles.
• Ability to work in a team-oriented environment.
• Proven skills in consultative selling with a focus on relationship building.

Responsibilities

• Identify and close net-new business in the Provincial Government.
• Build account plans and strategies for target accounts.
• Achieve Sales KPIs through effective use of sales tools.

Skills

Excellent verbal and written communication skills

Strong selling skills

Outstanding presentation skills

Attention to detail

Ability to manage conflict

Education

College or university degree in business or equivalent experience

Experience Selling in the Public Sector

Tools

Salesforce

O365

Job description

Overview

Solutions Sales Executive- Public Sector

The 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. SSE-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. It is expected that the SSE-PS can both transact deals with velocity and run strategic opportunities independently. This position will work with a small team of seasoned Sales Professionals focused solely on the Government marketplace while engaging Subject Matter Experts throughout the organization when necessary. This position is an individual contributor role reporting to the Sales Manager, Public Sector and Enterprise Sales.

The SSE-PS acts as a client executive focused on a specific vertical market in the Provincial realm. The SSE-PS understands the entire Ricoh portfolio of hardware, software and services and can articulate how they integrate to support modernization efforts for the public sector client. The strategic direction, growth, and outcomes will be the ultimate responsibility of the SSE-PS.

Responsibilities

• Identify, cultivate, and close on net-new business as well as manage existing relationships to ensure public sector customer renewals and retention in the Provincial Government portfolio

• Build account plans and strategies for each target account

• Effectively 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

• Build strong relationships with key executive stakeholders within the Provincial Government to facilitate account retention and expansion

• Independently drives customer engagements, meetings, and develops opportunities using SMEs and other skilled assets to position, propose and close deals

• Other duties as assigned by Manager

Qualifications

Minimum

• College or university degree, (preferably business) or equivalent experience in a related field.

• Experience Selling in the Public Sector, preferably in the Provincial Government

• Experience managing and closing complex enterprise - scale sales cycles

• Demonstrated ability to over-achieve quotas in past positions

• 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)

• Demonstrated ability to effectively work on a specialized team environment

Preferred

• Established contacts and relationships in the Provincial Government.

• Proficient computer application skills, including Salesforce.com, O365

• Demonstrates a knowledge of the Provincial Government marketplace including the structure, procurement vehicles, and policies

Skills

• Excellent verbal and written communication skills – includes excellent reporting and forecasting skills.

• Outstanding presentation skills with the ability to deliver engaging presentations and effective story telling skills

• Strong selling skills, with exceptional analytical, organizational, and communication abilities

• Ability to work within a team-oriented environment

• Attention to detail

• Outstanding consultative selling skills / needs based selling approach focusing on building relationships.

• Proven skills in Enterprise Sales in the Public Sector preferably selling IT software and professional services

• Ability to assess customer environments and situations and create strategies for extending and expanding services throughout the organization

• Excellent influencing and negotiation skills, coupled with tact and diplomacy

• Demonstrated time management skills and the aptitude to manage numerous requests and time demands concurrently

• Ability to remain updated on current technology and trends in the public sector marketplace

• Ability to maintain positive, productive relationships with co-workers, peers, management, sales, and with other individuals in various departments at Ricoh.

• Ability to manage conflict and effectively problem solve in a fast paced, high stress environment

Other

• Requires a valid driver's license and reliable transportation required (and auto insurance coverage per Ricoh's policy)

• This position is currently falls under a Hybrid working model (both office and remote working). The classification is subject to change if the company policy should change.

• Occasional travel is expected.

Benefits

Invest in Yourself:

• At Ricoh, you can:

• Select the medical, dental, life, and disability insurance coverage that fits your needs.

• Contribute to your financial security with Ricoh Canada’s Retirement plan, with company matching contributions.

• Augment your education with team member tuition assistance programs.

• Enjoy paid vacation time and paid holidays annually.

• Tap into many other benefits to enhance your health, wellness such and ongoing personal and professional development.