Welcome to PFU America, Inc. (PAI) an established leader in the Document Imaging industry, delivering innovative scanning solutions and services that enable our customers to solve critical business productivity and streamline operations.
We are also the proud creators of Happy Hacking Keyboard (HHKB), which strives to be the best performing, highest quality and most satisfying line of keyboards on the planet. Born from the vision of a perfect computer keyboard, HHKB has become the go-to digital companion for programmers, gamers, hackers and high-performance keyboard enthusiasts over the past 25 years.
While our headquarters is based in the heart of Silicon Valley in Santa Clara, CA, our teams do great work from just about anywhere. We offer excellent benefits and an inclusive culture that rewards hard work and teamwork, encourages intellectual growth and celebrates diversity.
Learn more about PAI here: https://www.pfu-us.ricoh.com/about-us
We are seeking a Business Development Manager who will manage our ISV partner ecosystem, identify and create partnerships with net-new ISV prospects and position products to achieve revenue potential for PAI and partner companies within existing and growth verticals. Facilitate bi-directional communication between PAI and partners. Develop strategies and execute the strategy to facilitate revenue potential for PAI’s hardware and software products. This position requires direct face to face interaction with partners and end users; minimum of 40% of the time.
POSITION RESPONSIBILITIES:
- The Business Development Manager will identify and recruit net-new partners and create a vision that showcases the value of partnering with PAI and define the value proposition for both.
- Create mutually agreed upon business objectives that clearly define partnership goals with measurable outcomes.
- Execute a “Go-to-Market” strategy with partners to build awareness around the collaborative solution to create opportunities and drive revenue.
- Introduce new partnership opportunities to PAI and position these products for ISV support or potential OEM sales engagements.
- The BDM will collaborate with a partner’s sales, support, marketing and integration teams and leverage internal PAI teams, as needed, to position the combined solution to both new and existing customers.
- Be flexible enough to understand key business drivers for all targeted verticals. Then, be able to articulate a bi-directional value to both PAI and its partners.
- Must have the ability to plan, coordinate, and participate in various industry events and conferences for the purpose of creating exposure for the PAI brand, engage key ISV partners and end-users to discover and qualify revenue producing opportunities and surface opportunities to the PAI sales team.
Qualifications
EXPERIENCE: 4 years’ experience in sales, business development, or marketing in a business environment/high tech industry with inside sales exposure. Trade show presentation experience required.
EDUCATION: Bachelor’s degree in Business Administration, Marketing/Advertising or related field.
MINIMUM QUALIFICATIONS:
- Knowledge: Ability to analyze market and reporting data to understand trends relating to partners, sales channels and vertical markets and be able to communicate those findings (along with recommendations) to management.
- Skills: Excellent organizational planning and prioritization skills; excellent negotiation and interpersonal skills; Excellent verbal and written communication skills.
- Abilities: Ability to present to press outlets; work independently as well as within a team environment; ability to influence and persuade others to achieve desired outcomes; ability to organize and manage multiple priorities.
- Heavy customer and partner alliance, in person interaction is required. The candidate must have excellent presentation skills, ability to showcase how partner solutions benefit from Ricoh products and represent Ricoh in a practiced and professional manner.
Job Type: Direct hire
Location: Remote, US
Pay Range: $100,000 to $125,000 base plus bonus.
Skills Required
- 4 years' experience in sales, business development, or marketing in a business/high-tech environment with inside sales exposure
- Trade show presentation experience
- Bachelor's degree in Business Administration, Marketing/Advertising, or related field
- Minimum 40% face-to-face interaction with partners and end users (willingness to travel)
- Ability to analyze market and reporting data and communicate findings and recommendations to management
- Excellent organizational planning, prioritization, negotiation, interpersonal, verbal and written communication skills
- Ability to present to press outlets, influence stakeholders, work independently and within teams, and manage multiple priorities
- Excellent presentation skills and ability to showcase partner solutions and represent Ricoh/PAI professionally
What We Do
For more than 50 years, the PFU group of companies (“PFU”) has been developing technologies to accelerate digital transformation for organizations around the world—including our state-of-the-art fi Series and ScanSnap document scanners. PFU Limited was founded in 1960, and our joint-venture roots weave back to 1973 when we joined PANAFACOM, a consortium of companies including Fujitsu and Panasonic that developed the first minicomputers. Years later, in 1987, USAC Denshi and PANAFACOM merged to establish PFU Limited (PANAFACOM, USAC). In 1983, PFU Limited launched its first document scanner. PFU has been committed to manufacturing and supporting digital transformation-focused products for our customers and partners for decades. From introducing the first flatbed scanner to building the best-selling fi-7160, our innovative spirit and solution-forward technologies have helped us achieve and maintain our top spot as a leader in document scanners. In 2022, we joined the Ricoh Group of companies and changed our name from Fujitsu Document Scanners to Ricoh Document Scanners. Besides the change in branding, our customers and partners can expect the same level of excellence, quality, and reliability. The R&D, manufacturing, sales, marketing, and services that our customers and partners know and trust will stay exactly the same. We are dedicated to bringing best-in-class consumer and enterprise document scanners to organizations everywhere, helping them move forward in a more connected, sustainable world.
