Ricoh Latin America Inc
Pre-Sales Regional Manager - Communication Services
Ricoh Latin America Inc, Idaho City, Idaho, United States, 83631
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POSITION PROFILE
As the Pre-Sales Regional Manager for Communication Services in Ricoh LATAM, you will be managing the presales team to standardize the strategy, methodology and process to execution for our communication solutions across the region. You will be reasonable to lead the creation of collaborative team and guarantee the standardization of tools, processes, KPIs that as a result will achieve the OpCo business targets.
JOB DUTIES AND RESPONSIBILITIES
Leadership:
Lead the pre-sales teams in championing the standardization of practices, tools, and processes, shaping the way we operate and ensuring consistency across the organization.Lead the development and presentation of solutions demonstrations tailored to the specific needs of prospective clients.Design programs that support the pre-sales teams to identify and qualify leads, ensuring a seamless transition from initial interest to active engagement in the sales process.Serve as the technical lead for planning and managing all pre-sales activities for strategic sales opportunities in the region.Responsible for driving the region revenue business plan assigned to the advanced solutions teams assigned to the Pre-sales team, playing a pivotal role in the financial success of the region. Accomplishing a quota of the Communication Services.Solution Customization and Presentation:
Provide the team the necessary tools certification and guidance that helps on the designing of customized solutions that integrate with clients' existing systems and workflows.Lead the standardization of professional proposal proposals that can represent to the clients the Ricoh's added value on communication services.Lead in the creation and the maintenance of the library of pre-sales materials, including case studies, product sheets, and demonstration scripts.Support with the marketing product manager to launch new products and technologies for the portfolio.Customer Engagement and Relationship Management:
Engage with strategic customers to understand their needs and provide advice on prospective products that align with their demands.Act as a customer advocate, providing constant and clear communication to upper management about recommendations, needs and market insights.Support the ROC procurement and regional teams in defining the portfolios and solutions to be quoted and acquired for specific deals.Support all the regional and global deals that involve standardization of Technical Solutions (Direct and Indirect)Market and Competitive Analysis:
Is responsible to keep updated on industry trends and the principal competitors that will help Ricoh with the strategy execution.Analyze market trends and customer feedback to relay insights to the product development team, influencing future product enhancements and features.Team Management:
Leads frequent meetings with regional and local pre-sales teams to ensure alignment and best practice sharing.Provides expert advice in developing, hiring, and retaining the best pre-sales talent, including but not limited to defining the right profile.Is responsible for the launching and execution of KPIs that manage presales efficiency and productivity.Manage and measure the pre-sales activities generated by the local pre-sale teams.Build and maintain positive working relationships with all sales and professional services teams.Training and Development:
Mentoring pre-sales staff, providing guidance on best practices, product knowledge, and effective sales techniques.Partner with L&D to identify and assess learning and certification needs for pre-sales teams.Collaboration with manufacture partners in the design and deployment of the curriculum.Assist the local OpCo in the creation of development plan of presales personnel.Among others task assigned.QUALIFICATIONS (Education, Experience and Certifications)
Bachelor's degree in systems engineering, telecommunications engineering, or a related field.Master's degree in business (desirable)Minimum of 5-10 years of experience in technical pre-sales, with a focus on communication services.Proven track record in managing pre-sales teams and leading activities to accomplish revenue target assigned and measuring team KPIs.5 years of experience in design, sale and implementation of audiovisual, collaborative and control solutions, in pre-sales or implementation positions of audiovisual solutions and technology.Experience collaborating in brands such as: Logitech, Poly, Kramer, Lenovo, Cisco, LG, Yealink, Biamp, Shure.Experience in analysis and deployment of Digital Signage technology.Customer-oriented mindset.KNOWLEDGE, SKILLS, AND ABILITIES
Bilingual (Spanish and English) is a must.Excellent communication (written and oral) and presentation skills.Strong analytical skills and the ability to recognize and address client demands.Ability to travel extensively within the region at least 25%Proven ability to work well in a team and lead others is a must.Time management and organizational skillsExperience managing teams and leading them to achieve revenue target goalsProblem-solvingUnderstanding of industry trends
POSITION PROFILE
As the Pre-Sales Regional Manager for Communication Services in Ricoh LATAM, you will be managing the presales team to standardize the strategy, methodology and process to execution for our communication solutions across the region. You will be reasonable to lead the creation of collaborative team and guarantee the standardization of tools, processes, KPIs that as a result will achieve the OpCo business targets.
JOB DUTIES AND RESPONSIBILITIES
Leadership:
Lead the pre-sales teams in championing the standardization of practices, tools, and processes, shaping the way we operate and ensuring consistency across the organization.Lead the development and presentation of solutions demonstrations tailored to the specific needs of prospective clients.Design programs that support the pre-sales teams to identify and qualify leads, ensuring a seamless transition from initial interest to active engagement in the sales process.Serve as the technical lead for planning and managing all pre-sales activities for strategic sales opportunities in the region.Responsible for driving the region revenue business plan assigned to the advanced solutions teams assigned to the Pre-sales team, playing a pivotal role in the financial success of the region. Accomplishing a quota of the Communication Services.Solution Customization and Presentation:
Provide the team the necessary tools certification and guidance that helps on the designing of customized solutions that integrate with clients' existing systems and workflows.Lead the standardization of professional proposal proposals that can represent to the clients the Ricoh's added value on communication services.Lead in the creation and the maintenance of the library of pre-sales materials, including case studies, product sheets, and demonstration scripts.Support with the marketing product manager to launch new products and technologies for the portfolio.Customer Engagement and Relationship Management:
Engage with strategic customers to understand their needs and provide advice on prospective products that align with their demands.Act as a customer advocate, providing constant and clear communication to upper management about recommendations, needs and market insights.Support the ROC procurement and regional teams in defining the portfolios and solutions to be quoted and acquired for specific deals.Support all the regional and global deals that involve standardization of Technical Solutions (Direct and Indirect)Market and Competitive Analysis:
Is responsible to keep updated on industry trends and the principal competitors that will help Ricoh with the strategy execution.Analyze market trends and customer feedback to relay insights to the product development team, influencing future product enhancements and features.Team Management:
Leads frequent meetings with regional and local pre-sales teams to ensure alignment and best practice sharing.Provides expert advice in developing, hiring, and retaining the best pre-sales talent, including but not limited to defining the right profile.Is responsible for the launching and execution of KPIs that manage presales efficiency and productivity.Manage and measure the pre-sales activities generated by the local pre-sale teams.Build and maintain positive working relationships with all sales and professional services teams.Training and Development:
Mentoring pre-sales staff, providing guidance on best practices, product knowledge, and effective sales techniques.Partner with L&D to identify and assess learning and certification needs for pre-sales teams.Collaboration with manufacture partners in the design and deployment of the curriculum.Assist the local OpCo in the creation of development plan of presales personnel.Among others task assigned.QUALIFICATIONS (Education, Experience and Certifications)
Bachelor's degree in systems engineering, telecommunications engineering, or a related field.Master's degree in business (desirable)Minimum of 5-10 years of experience in technical pre-sales, with a focus on communication services.Proven track record in managing pre-sales teams and leading activities to accomplish revenue target assigned and measuring team KPIs.5 years of experience in design, sale and implementation of audiovisual, collaborative and control solutions, in pre-sales or implementation positions of audiovisual solutions and technology.Experience collaborating in brands such as: Logitech, Poly, Kramer, Lenovo, Cisco, LG, Yealink, Biamp, Shure.Experience in analysis and deployment of Digital Signage technology.Customer-oriented mindset.KNOWLEDGE, SKILLS, AND ABILITIES
Bilingual (Spanish and English) is a must.Excellent communication (written and oral) and presentation skills.Strong analytical skills and the ability to recognize and address client demands.Ability to travel extensively within the region at least 25%Proven ability to work well in a team and lead others is a must.Time management and organizational skillsExperience managing teams and leading them to achieve revenue target goalsProblem-solvingUnderstanding of industry trends