Business Process Sales Consultant

Business Process Sales Consultant Position Profile

The Business Process Consultant manages and creates demand for complex multi‑line business, integrated workflow solutions in concert with client stated objectives utilizing skillsets 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 with clients and industry partners.

Lead complex and technical bids including identifying and comprehending client requirements, buying patterns, and building a differentiated team and approach that can deliver client outcomes. Drive 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's 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 identifies the client problem and crafts a value proposition that provides specific outcomes addressing client problem.
• Provide solutions to complex business problems for area(s) of responsibility where analysis of situations requires an in‑depth knowledge of organizational objectives.
• Interact with senior management levels at a client and/or within Ricoh, which involves 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.
• Possesses an advanced technical understanding of the client work environments and how to apply Ricoh’s portfolio in a manner that addresses the client’s business objectives.
• Strong ability lead solution development integrating with IT infrastructures; technical understanding of architectures, networks, and data center operational standards.
• Must also possess the skill to be able to work in an enterprise environment to solve business problems and achieve clients’ business process outcomes.
• Strong interpersonal, time‑management and organizational skills.
• Demonstrated ability to successfully work with or lead diverse teams to formulate enterprise services and solutions.
• Must possess strong leadership attributes, strategic thought leadership to include verbal and written communication skills in combination with the ability to present to C‑level customers.
• Ability to analyze complex data from multiple sources and correlate to identify issues and propose solutions.
• Ability to communicate effectively with IT and C‑level executives to gain a clear understanding of infrastructure and business requirements in enterprise environments.
• Must…