Overview

Role Summary

The purpose of this role is to achieve sales goals while creating an ongoing, mutually profitable relationship with Channel partners that significantly contributes to the achievement of the business goals of Fujifilm Business Innovation (FB), and the partner’s customer base.

The Solutions Specialist performs those functions and activities required to develop, deliver and support quality print management solutions (hardware, software and processes) in line with Channel partners and their customer requirements.

In addition, Solutions Specialist’s role provides technical assistance and training to Channel partners and their customers.

External US

• These outcomes include;
• Designing, building, implementing & supporting print management solutions, fleet management solutions and other related, in collaboration with Channel Partner functional teams
• Problem resolution & follow-up for equipment & solutions
• Identifying, developing & enhancing relevant working practices, standards, processes & guidelines
• Assisting primarily the Channel sales team & as necessary the SCM / Marketing team with technical advice, solution recommendations and trainings
• Managing relationships with relevant vendors to achieve successful outcomes for Channel partners and their customers
• Identifying areas for continuous improvement and recommendation of methods for implementing these improvements
• Investigating, instigating & implementing processes for support of print related solutions
• Keeping abreast of current trends & undertake research to identify business opportunities for FB and FBIO
• Advising customer and Channel sales team on appropriate technology for use with various solutions
• Managing relationships with Channel Partners & FBIO team in resolving complex problems & issues process, software, hardware, etc.
• Actively participating &contributing to Solutions Services team goals
• Identification of self-development opportunities through appropriate training

Success of the outcomes will be measured through :

• Financial targets (Revenue, GP and sold units) are achieved in line with FBIO and FB (Japan HQ) strategies.
• Key sales KPIs per territory are achieved quarterly; Participate meetings (target is 3 per day, mixture of on-site and off-site) with partners (sales meetings, trainings, joint sales calls, on site marketing events, problem solutions with technical advice)
• FB Brands market share is increased, and brand awareness / recognition and reputation are improved.
• The right products and solutions are offered to Channel partners in line with customer business needs and competitive threats.
• Collaborate with FB Global Operations Marketing team, to deliver the right products and solutions for Channel partners and a sustainable business for FB.

Key responsibilities this role requires :

• Design, Propose and Implement copy / print / scan / fax related solutions to fulfill the requirements from Channel partners and end users.
• Diagnostic and consult with highly skilled solution knowledge to solve problems, in collaboration with FBIO Channel Sales, Technical Specialists, as well as Channel partners.
• Work closely with 3rd party Solutions Vendors on information sharing and best practice solutions inputs.
• Provide solutions training to channel partners sales team and other related parties.
• Accomplish any special projects or tasks as assigned that FB plans to implement new technologies to the US market.
• Update Sales activity reports (call reports, visits, events, business plans, trainings, pipeline and forecast) by close of business each Friday.

Top Behavioural Competencies :

• Customer Obsession Speed Plans & Aligns
• Drives Results Action Oriented Builds Networks
• Logical Thinking Negotiations Problem Solving
• Dive Deep Instils Trust Interpersonal Savvy

Experience :

• 5 years successful selling experience within the IT industry, preferably within the field of Business processes (Copy / Print / Scan / Fax related) and Enterprise Content Management.
• Hardware / Software IT qualification is advantageous.
• Demonstrated highly developed written communication and interpersonal skills, including a proven ability to effectively liaise, consult and negotiate with a broad range of customer groups.
• Very strong understanding and knowledges of MFP / Printer hardware, various Operating systems, Office software and Network technologies.
• Very good understanding of Cloud Service environment and Windows server and desktop environment.
• Demonstrated strong diagnostic skills for effective and efficient technical customer problems.

Qualification :

Please note : this is a customer-facing role, and requires compliance with customer policies and protocols, which may include COVID-19 vaccination and other measures relating to COVID-19.

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Last updated : 2024-04-27