Senior Technology Sales Specialist -Federal
About The Position
Responsible for retaining and growing sales revenue within an assigned account base while driving new market share growth in the Federal sector. The role provides product and solution information to customers, analyzes their communication needs, and develops customized demonstrations, proposals, and value-driven solutions. It focuses on consultative sales to Federal Department of Defense (DoD) and civilian organizations, retaining existing accounts and generating new business opportunities. The specialist coordinates post-sale delivery and implementation of Ricoh solutions at customer locations, serves as the primary customer contact and advocate, and manages sales-related documentation and administrative requirements. The role involves strategic account planning, identifying and addressing account risks, coordinating cross-functional sales activities, and collaborating with teams to achieve sales objectives. The specialist represents Ricoh in customer meetings and industry events, maintains account activity records in the company CRM system, and is expected to meet or exceed revenue and gross profit targets. The work environment is primarily office-based, with frequent travel to customer locations. The position is largely sedentary, with occasional standing, walking, bending, reaching, and lifting or carrying items weighing up to 10 pounds. Regular use of standard office equipment is required.
Requirements
- Bachelor's degree or equivalent related experience.
- At least five years of successful business-to-business (B2B) sales experience.
- At least two years of sales experience supporting Federal Department of Defense (DoD) and civilian organizations.
- Strong knowledge of sales methodologies and processes within a matrixed organization serving Federal customers.
- Demonstrated experience working with Federal DoD and civilian agencies.
- Exceptional negotiation, presentation, written, and verbal communication skills.
- Strong interpersonal, organizational, time-management, and self-motivation skills.
- Proven business acumen and leadership capabilities.
- Ability to lead or collaborate effectively with diverse teams to develop and execute account strategies.
- Extensive knowledge of industry products, solutions, and services.
- Ability to build and maintain strategic relationships across multiple business functions and customer organizations.
- Strong analytical skills, including the ability to evaluate complex data, identify issues, and recommend solutions.
- Proficiency with Microsoft Office Suite and other business applications.
- Frequent travel to customer locations is required.
- Ability to occasionally stand, walk, bend, reach, and lift or carry items weighing up to 10 pounds.
Responsibilities
- Provide product and solution information to customers within an assigned territory.
- Analyze customer communication needs and develop customized demonstrations, proposals, and value-driven solutions.
- Generate new business opportunities and retain existing Federal DoD and civilian accounts through a consultative sales approach.
- Coordinate and oversee post-sale delivery and implementation of Ricoh solutions at customer locations.
- Serve as the primary point of contact for sales-related documentation and administrative requirements.
- Develop new customer relationships, review leads, participate in customer planning discussions, and deliver proposals aligned with sales management objectives.
- Partner with customers on strategic planning initiatives and identify, evaluate, and address potential risks within existing accounts.
- Meet or exceed revenue and gross profit targets.
- Coordinate cross-functional sales activities and manage team collaboration throughout the sales process.
- Represent Ricoh and promote company products and services during customer meetings and industry events.
- Maintain accurate account activity records in the company CRM system.
- Identify key decision-makers and conduct strategic account management activities.
- Serve as the primary customer contact and advocate.
- Perform other duties as assigned.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
