About this role
$100,000 - $110,000 per year
Commission Eligible
POSITION PROFILE
The Advisory Engineer, Solutions IJ is the technical lead for both pre-sales and post-sales implementation of Ricoh's solutions portfolio. This is an expert-level position requiring deep expertise in integrated solutions, including hardware, enablement, standalone software, and services.
Additionally, the SSE will serve as a subject matter expert in specific areas of the business, such as Inkjet, Continuous Feed, color management, and other specialized disciplines. The SSE will also be required to have expertise in a variety of software solution technologies.
The Advisory Engineer, Solutions IJ is a key member of the account team and is expected to serve as the customer's trusted advisor throughout the customer lifecycle. The SSE will be engaged early in the sales cycle to:
- Assess the customer's workflow goals
- Demonstrate solutions
- Assist in developing a return on investment (ROI)
- Provide basic project management for implementations
- Train the customer
The primary focus of this role is to architect integrated hardware and software solutions that improve customer workflows, reduce costs, and drive 100% customer satisfaction during solution implementation. The SSE is also a crucial part of the account team in achieving professional services revenue.
JOB DUTIES AND RESPONSIBILITIES
Pre-Sales | 40% Utilization
- Provide technical leadership and guidance to all CP sales representatives within the assigned territory.
- Support sales representatives in achieving hardware (HW) and software (SW) revenue plans.
- Perform print sample requests with associated ink estimates.
- Review final Pricing Release Letters to ensure accurate hardware configurations.
- Perform State of Readiness account reviews for pending installations.
- Serve as the lead for all Solution Assurance activities related to hardware sales.
- Attend relevant sales meetings in the field and at the Boulder CEC.
Post-Sales | 60% Utilization
- Achieve assigned professional services revenue plan.
- Implement integrated solutions across the Commercial Print portfolio.
- Provide disciplined leadership of professional services deliveries using Statement of Work (SOW) templates.
- Serve as an advocate for the customer to ensure complete satisfaction and acceptance.
Additional Responsibilities
- Maintain ongoing development of pre-sales, technical, and business skills.
- Attend technical training as required and scheduled.
- Become a subject matter expert in CFIJ hardware, data streams, workflow, finishing, and related technologies.
QUALIFICATIONS Education, Experience, and Certifications
Typically Required:
- Bachelor's degree in Computer Science, Information Technology, or equivalent experience.
- Minimum of 6 years of experience in printing, pre-sales and post-sales services, solutions implementation, and/or related industry environments.
- Strong face-to-face customer selling, negotiation, and relationship-building skills.
- Experience supporting sales plans through pre-sales and/or post-sales technical consulting activities.
- Ability to present solutions of diverse scope, analyze data, and evaluate identifiable factors leading to:
Solution ROI
- Proof of Concept (POC)
- Statement of Work (SOW)
- Solution implementation
- Project management throughout the customer lifecycle
KNOWLEDGE, SKILLS, AND ABILITIES
- Ability to work independently and demonstrate intuitive and creative thinking.
- Proven problem analysis and resolution skills.
- Strong knowledge of sales-cycle methodologies, processes, and techniques.
- Demonstrated strength in presentation skills.
- Proven project management experience with six- or seven-figure implementations .
- Knowledge of Inkjet Continuous Feed hardware and software solutions .
- Proven track record working in Commercial Print or Transactional Print environments .
- Knowledge of host printing and data center environments.
- Knowledge of print-on-demand and transactional print environments.
- Understanding of print description languages, including:
AFP
- Metacode
- LCDS
- PostScript
- PCL
- Understanding of print applications, workflows, and workflow solutions.
- Knowledge of book publishing and direct mail is a plus.
- Networking experience, including:
WAN/LAN
- TCP/IP
- Network administration
- Demonstrated ability to work with diverse teams to formulate account strategies.
- Strong interpersonal, time management, and organizational skills.
- Ability to travel.
WORKING CONDITIONS, MENTAL, AND PHYSICAL DEMANDS
- Work may involve cyclical stress associated with monthly sales and revenue goals and deadlines. The position may also involve daily stress due to the high-pressure, real-time, 24/7 nature of the print environment.
- Responsible for the daily management of assigned territories and objectives.
- Must be able to independently prioritize and address workload demands, including conflict resolution.
- Must be able to work and travel outside of normal business hours as needed.
- Routine travel is required.
Disclaimer
The above statements are intended to describe the general nature and level of work being performed by individuals assigned to this position. They are not intended to be an exhaustive list of all responsibilities, skills, efforts, or working conditions associated with the job.