Overview
Ricoh Europe is seeking a senior, results‐driven Client Acquisition Director to win new international enterprise customers headquartered in Italy. This is a strategic, new‐business role focused on securing high‐value, multi‐country enterprise accounts and positioning Ricoh as a long‐term digital transformation partner.
You will be accountable for acquiring large, complex enterprise clients based in Italy, typically with total contract values of $10m+, across Ricoh's full portfolio including Managed Print Services, IT Services, Workplace Experience, and Business Process Automation.
Operating in a global, matrixed environment, you will lead pursuit strategy, engage C‐suite decision makers, and orchestrate cross‐functional teams to deliver high‐impact wins.
Responsibilities
* Own new‐logo acquisition of large, strategic international enterprise accounts headquartered in Italy, including major multinational organisations
* Identify, pursue, and close high‐value global opportunities, growing Ricoh's market share and long‐term revenue
* Develop and execute account acquisition strategies aligned to customers' digital transformation goals
* Build trusted relationships with senior stakeholders across IT, Finance, Operations, Procurement, and Corporate Real Estate
* Lead complex, multi‐country sales pursuits across Ricoh's full solution portfolio
* Coordinate and lead virtual, cross‐functional global teams including sales, technology SMEs, solution architects, and portfolio leaders
* Lead complex commercial and contractual negotiations with global procurement and legal teams
* Provide thought leadership and market insight, bringing a consultative and challenger mindset to customer engagements
* Maintain accountability to senior internal stakeholders through clear reporting, forecasting, and governance
* Contribute to wider sales and growth initiatives as required
What success looks like
* Delivery of a robust account acquisition plan for Italy
* Consistent pipeline development and conversion of high‐value enterprise opportunities
* International enterprise wins typically valued at $10m+ per annum
* Strong executive‐level relationships within target accounts
* Effective leadership of regional and global pursuit teams in a matrix environment
What you bring
Experience
* 7+ years of enterprise account acquisition experience, focused on new‐logo wins
* 5+ years of consultative, value‐based selling experience
* Proven success selling to large international enterprise customers in complex, matrixed environments
* Experience leading multi‐country, multi‐stakeholder sales pursuits
* Comfortable operating across global time zones and cultures
Skills & capabilities
* Strong executive presence with the ability to operate credibly at C‐suite and board level
* Deep understanding of managed services, IT services, workplace and digital transformation solutions
* Strong commercial and financial acumen, including complex deal structuring and negotiation
* Ability to lead and influence without direct authority
* Cultural agility and excellent stakeholder management skills
Education
- Bachelor's degree or equivalent
Why Ricoh
At Ricoh, we help organisations transform the way they work through innovative technology and services. You'll join a globally recognised brand with the scale, ambition, and portfolio to win at enterprise level — and the opportunity to shape significant, long‐term client relationships.
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