Account Manager- Public Sector

Account Manager

Position Profile

The Account Manager solves critical business challenges and cultivates new customer relationships across the public sector, with a specialization in publicly funded agencies. This is a hunting role focused primarily on acquiring net-new accounts. The AM will focus on understanding the customer’s environment and mandates and align appropriate Ricoh solutions to their mission-critical goals and objectives through relationship building with decision-makers and influencers.

Job Duties and Responsibilities

• New business prospecting and development within the public sector and publicly funded agencies, including cold calling, scheduling and conducting client introductions, and face to face client meetings.


• Understand the customer’s environment. Open new doors with decision-makers and influencers to generate sales opportunities and win net-new public sector accounts to increase RICOH’s market share


• Solve critical business challenges for the customer – those known and uncovered through research and questioning.


• Understand how customers are buying, not what they are buying – focusing on their needs, not a predetermined product or service.


• Differentiates Ricoh's ability to accelerate the transformation of the customer's digital environment through storytelling to uncover opportunities aligned to Ricoh's portfolio.


• Articulate how buying decisions can impact the customer's financial position.


• Develop and confidently deliver compelling presentations both in person and virtually


• Use core sales tools / resources: CRM solutions, LinkedIn, Power BI, Hoovers, etc. to research and connect with customers and prospects to develop sales opportunities with current and potential Ricoh customers.


• Use consultative selling techniques with a focus on client value and return on investment


• Identify clients’ business initiatives and articulate the value of Ricoh services on clients’ desired 


• business outcomes


• Independently execute strategic business development plans while coordinating with key internal 


• stakeholders (e.g. operations, service teams, legal, support, etc.)


• Manage complex contract negotiations and serve as a liaison to the legal group and executive 


• management team


• Prepare and give business reviews to internal stakeholders and management team regarding 


• progress and roadblocks to closing new customers.


• Build and maintain a net-new pipeline by proactively targeting publicly funded agencies, boards, and not-for-profits across the public sector.


• Navigate public sector procurement processes and funding cycles to position Ricoh and win net-new business.


• Performs other duties as assigned.

Qualifications (Education, Experience, and Certifications) 

• Bachelor's Degree or equivalent experience required


• 5+ years of sales experience in a B2B environment, IT or consultative selling environment


• Public sector sales experience with a track record of winning net-new accounts strongly preferred; experience selling to publicly funded agencies, boards, or not-for-profits is an asset


• Experience in IT and/or Software services environment preferred


• Understanding of document workflow solutions and processes preferred


• Strong business acumen including financial analysis of proposals  and foundational knowledge of P&L components


• Ability to research and analyze customers to enable appropriate business conversations across the account


• Proven ability to manage multiple accounts at a time while maintaining sharp attention to detail


• Preferred experience selling digitization and automation as well as SaaS, PaaS, IT Services

Knowledge, Skills And Abilities 

• Demonstrated success with using collaboration to build influence.  


• Sound understanding of the solution design process. 


• Brings thought leadership to customer engagement.


• Excellent presentation skills, written and verbal communication skills.


• Proven ability to develop and maintain professional relationships with relevant stakeholders.


• Stays current with Ricoh offerings.


• Ability to assess customer environments and situations and create strategies for extending, expanding Core services throughout the customer enterprise.  


• Strong learning agility 


• Excellent communication skills


• Strives to understand and position favorably in the customer approval process creating sponsors and advocates.


• Strong analytical skills and good working knowledge of MS suite of business applications, CRM 


• Software, LinkedIn and Proficient in Microsoft Office.


• Previous experience using consultative selling techniques with a focus on client value and return on investment vs. technical functionality.

Working Conditions, Mental and Physical Demands

• Customer‑facing role with regular in‑person engagement, including customer meetings, conferences, and other on‑site client engagements.


• An office environment with adequate lighting and ventilation, and a normal range of temperature and noise level. 


• Requires a valid driver's license and reliable transportation required (and auto insurance coverage 


• per Ricoh's policy)


• Travel required (approx. 20%) may include overnight travel.