Enterprise Technical Sales Engineer - Communication Services

Job Description


Job Description

****This position can be filled in Toronto, Mississauga, Montreal or Ottawa****

Ricoh Canada Inc. has always been on the forefront of workplace innovation.

Yesterday, that meant creating the first office fax machine, enabling people to work smarter, better and faster than ever before. Today, that means information mobility, which is the ability to capture, manage, access and use the information you need -- wherever and whenever you need it -- driving the results you want.

As for tomorrow, that vision is already taking shape in our heads and labs, too. And when the workplace begins its next major change, our imagination will help drive it.

From meeting your financial goals to time off, we promote the well-being of our employees and show them they're valued. Examples of our People--based programs include:

  • Wellness
  • Flexible Work Options
  • Time-Off
  • Development
  • Rewarding your Efforts
  • Enterprise Technical Sales Engineer, Communication Services

    The Enterprise Technical Sales Engineer (ETSE), Communication Services, owns the technical solution design pre-sales functions.

    The ETSE is responsible for the satisfactory support and function of all required solution demo, proof of concept, and pilot for Communication Services. The ETSE will act as a subject matter expert (SME) and technical expert leader for Communication Services (CS), and work closely with the Sales Representatives & CS Solutions Consultants. He will also have an opportunity to influence CS solutions development at Ricoh in general and as such, will work with the broader Services team.

    The primary objective of the role is to provide consultative services and guidance to the Ricoh Communication Services sales team in order to enhance the sales process and generate growth in CS products and services, namely Videoconferencing, Interactive Flat Panel Display, Projector, New World of Work & collaboration software, AV integration and Digital Signage Solutions.

    The ETSE will be responsible for leading the delivery of technical presales including CS solutions architecture and CS solutions development for professional services, managed services and procurement opportunities. The ETSE will have to contribute establishing the proper processes, documentations and requirements. In this effort, the ETSE will work hand in hand with the National Sales Manager, Communication Services, and the Team Lead, Communication Services Engineering

    The ETSE will be in charge of delivering consistent and qualitative pre-sales solutions, with the aim of developing and delivering compelling CS services proposals. This will include direct contact with customers and prospects. It will be in the ETSE's responsibility to work with, coach and mentor the Ricoh CS and broader Services sales force in order that they may deliver accurate, consistent business proposals that are strategically aligned to Ricoh Business and Information Technology Services, and are commercially sustainable.

    The ETSE will need to have a strong AV background as well as very good knowledge of IT technologies. You will also be required to provide consulting services such as scoping, design, migration, build and support to customers on CS based platforms and solutions until such time as Ricoh builds out the capability across the Consulting department.

    The ETSE will report into the National Sales Manager, Communication Services, under the daily supervision of the Team Lead, Communication Services Engineering.

    Job Duties & Responsibilities:

  • This role will primarily support enterprise sales in the assigned territory, as well other territories in Canada as opportunities arise.

  • Supports sales in the field by working directly with Ricoh CS Solution Consultants, Direct Sales representatives and their customers

  • Travels with Ricoh salespeople, meets with customers, determine sales opportunities, provide consultation and design AV system solutions

  • Supports sales of Ricoh AV product lines and solutions to new and existing customers

  • Contribute technical and design input to the RFP and proposal creation process for CS products and services.

  • Support CS solutions pre-sales activities through sustained activities in presentations, solution prototype development, and demonstrations

  • Support CS at a more strategic level by providing guidance for the broader Ricoh team (Services, Marketing, as well as other business units)

  • Adheres to solutions engagement process to design Ricoh portfolio of Communication Services solutions by supporting professional services sales management, Sales Rep & customer workshops, vendor shows, etc. to promote Ricoh Communication Services capabilities

  • Support the CS sales teams as the subject matter expert during the presales process and drive to meet or exceed assigned revenue and target metric objectives within the assigned territory

  • Develops Statement of Work (SOW) and design documentation as a part of the business solution that relates to CS requirements

  • Adheres to and complies with the RICOH design methodology framework to hand-off solutions they designed directly to the Install and Project Management Office (PMO) team

  • Utilizes business tools such as Microsoft VISIO, Project, D-Tools and Service Now, to manage and deliver successful outcomes

  • Engages vendor partners to assist in complex solutions where appropriate

  • Builds customer relations by demonstrating technical knowledge

  • Provides AV Consultation and System Design to Ricoh customers

  • Develop, promote and implement creative and innovative practice in presales and service delivery for Communication Services

  • Recognize, acknowledge and share good practice across the organization in creative and innovative ways.

  • Stays current with AV market changes, product trends, new technologies and innovations

  • Performs other duties as assigned

  • Qualifications (Education, Experience, Certifications)

  • 4-year university degree or equivalent business experience in a related field

  • At least 10-year experience in AV Consultation, System Design and Project management

  • Significant experience in IT is a plus

  • Experience designing complete CS solutions

  • Experience with designing or architecting IT solutions in or for major & large companies

  • Demonstrated knowledge in the use, applications, and design of systems. Ability to integrate various product categories to create a complete system solution

  • Broad and deep domain knowledge of the AV/IT products, technologies, architectures and competitors

  • Knowledge of and a demonstrated track record developing successful design and deployment of AV products, unified communications, and business applications

  • Knowledge & proficiency in enterprise IT environments, including: Microsoft, Cisco, networking, etc.

  • Good knowledge of enterprise network & IT security practices

  • CTS-D certification is a plus, or equivalent AV knowledge and experience

  • One of the following certifications is a plus: Microsoft Certified Solutions Expert, Certified Information Systems Security Professional (CISSP), ITIL® v3 Foundation, Cisco Certified Networking Professional (CCNP) Routing & Switching, Certified Information Systems Auditor (CISA)

  • Knowledge, Skills and Abilities:

  • Strong interpersonal communications & creative skills

  • Excellent planning and organizational skills

  • Exceptional multi-tasking and time management skills

  • Ability to advance with new technology - learning aptitude and adjusts well to change;

  • Strong verbal and written communication skills, including ability to present to customers.

  • Ability to create professional design documentation

  • Ability to work & communicate with C-Level and enterprise account

  • Bilingualism (French / English) is a plus

  • Other Requirements

  • Regular travel to customer and Ricoh locations throughout Canada (one week a month on average)

  • Occasional travel to Ricoh Canada head office or US locations

  • Valid driver's license and use of a reliable vehicle at all times (auto insurance coverage per Ricoh's policy)

  • Why Ricoh?


    We are committed to providing you with a safe, healthy, and supportive work environment that helps you to achieve your every day goals both at work and at home. We continuously work to provide you with a well-rounded benefits package and other tools to support you in all areas of your life.

    Flexible Work Options

    We recognize that juggling all of the various areas of your life can be difficult. Therefore, we offer flexible work arrangements depending on business needs, which allow you to achieve a better work-life balance. These flexible work options include: flextime, telecommuting, job sharing, and part-time work.


    Whether it is to relax on the beach, staycation with your family, or take time for yourself, we offer various time-off programs to support your needs. Some examples include vacation with pay, the option of purchasing additional vacation each calendar year, and paid Family, Health & Personal (FHP) Days .


    We want to help you learn, grow, and achieve your full potential. We offer several programs for you to create your future with us. The programs include:

  • The Ricoh Learning Institute

  • Individual Development Plan (IDP)

  • Education Assistance Program

  • Rewarding your Efforts

    Our compensation strategy is developed to attract and retain the best employees in the industry. Ricoh offers and contributes to a Retirement Plan (RRSP) and depending on the role, Ricoh also offers other compensation initiatives such as commission and bonus plans.

    Ricoh's "Be The Change" (BTC) Program offers monetary and non-monetary recognition for those who go the extra mile and exemplify The Ricoh Way


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