Digital Services Specialist (Inside Sales)
Ricoh USA

Job Info

Reimagine your future.
RICOH is an information management and digital services company connecting technology, processes, and people. Everyday our employees solve problems for companies large and small, optimizing end-to-end business solutions. At the forefront of innovation, we use a wide range of systems and technology to make data accessible to people faster and with more insight than ever before.
Join us in the position of Digital Services Specialist (DSS) where you will execute RICOH's services sales strategy within assigned accounts. In this role, you will be accountable for achieving revenue and gross profit targets through selling RICOH's application development services such as consulting and professional services for Sitecore, SharePoint, Nintex and responsible for upselling with Docuware.


The Inside Sales Digital Services Specialist (IDSS) executes Ricoh's services strategy within the Inside Sales business unit, working with Office Solutions Specialist, Sr. Office Solutions Specialists, and Exec. Office Solutions Specialists. When appropriate the IDSS will also work in conjunction with the Technology Inside Sales Analyst (TISA). The role will be accountable to services revenue targets, GP targets and placement targets, within the Inside Sales account segmentation, focused to Ricoh's services solutions. This role is a catalyst for driving the services portfolio and as the portfolio evolves, these roles will further specialize to drive growth of services and solutions. This role will be responsible for gaining an understanding of the customer's business and technology requirements, documenting those requirements, and creating a compelling business solution(s) that meet the client's needs and achieves their desired business outcomes. The IDSS will be the subject matter expert (SME) within assigned existing and ZBA accounts for Ricoh's defined solution portfolio. This role will also require independent sales activities to ensure we expand our services and solutions into the white space and drive new business. As the SME, the IDSS will work with Inside Sales leadership, management, and solutions specialists to identify and coach to the relevant selling skills required to drive digital services knowledge and sales results. To be successful the IDSS must demonstrate a high degree of business acumen, technical knowledge, communication skills as well as a proven track record of driving high valued business results.


  • Able to call on clients to develop new business level relationships in order to increase RICOH's revenue share in assigned Strategic and Enterprise accounts.
  • Ability to generate new sales opportunities within assigned accounts working in a team selling environment. Able to call on clients to develop new business level relationships in order to increase RICOH's revenue share in assigned accounts. Drives to meet or exceed assigned revenue and target metric objectives within assigned accounts.
  • Consults with the customer with a high degree of Industry/Domain/Technology expertise and knowledge in the areas of CCM, Workplace, MS, IT services, BPO and the professional services and IT services that will be required to support these offerings.
  • Understands and incorporates the Ricoh's value proposition into every day talk track with clients. Seen as the SME in presenting, promoting and solutioning within Ricoh's services portfolio linking services and technology to solve customer's business requirements.
  • Ability to deliver a concise, well written business case on the solution required for each account to include a financial executive summary
  • Participates in frequent communication of activities and account status with assigned account team.
  • Performs the discovery and design necessary to implement a solution that will meet client needs. Must be able to run the discovery and design from idea to implementation hand off in Enterprise accounts.
  • Follows Ricoh's Methodology Framework to ensure that projects are accurately scoped and delivered in line with customer expectations. Must work with across the design, project management, operations, and implementation teams to ensure all pricing components have been included and level of effort is accurate.
  • Works independently or with other Design resources and engages Technical presale Design resources or Implementation Subject Matter Experts in more complex/specialized technology solutions. Utilizes the engagement process to obtain additional resource expertise.
  • Accountable for self-development, staying current with new and developing industry trends.
  • Encourages and builds positive relationships and communicates effectively with all co-workers and outside vendors. Routinely creates a helpful and positive work culture.

QUALIFICATIONS (Education, Experience, and Certifications)

Typically Required:

  • Four-year college degree preferred, or equivalent experience in a related field
  • Requires 2-5 years demonstrated success acting as a SME in solution sales
  • Experience working within a team selling environment, preferred Software and Services.
  • Must have excellent presentation skills, both written and verbal.
  • Must be experienced in setting goals by defining and prioritizing specific, realistic objectives
  • Solution certifications, RICOH Product portfolio preferred including: Docuware, SharePoint, Nintex, or Sitecore

Ricoh is an EEO/Affirmative Action Employer -- Minorities/Women/Protected Veterans/Disabled.

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