• Responsible for spearheading RICOH’s penetration and expansion in assigned geographic territory and accounts, through the development of a targeted customer strategy that includes customer segmentation, customer awareness activities and establishing a customer relationship. • Win new business by aligning customer’s business goals and objectives with Ricoh’s Solutions portfolio including both hardware and services. • Develop strategies to penetrate ZBA (zero base account) opportunities, including reference selling. • Manages, protects and develops territory base by analyzing and developing solutions for new and existing customer business communication requirements. Supports strategies, products, and equipment within assigned territory. • Acquires and grows client base by selling incremental solutions and services within their new base accounts • Meet or exceeds gross profit expectations within assigned territory. • Prepares and presents benchmark demonstrations, proposals, and value propositions within account assignment, utilizing product and/or technical resources – as needed. • Retains and grows current client base by selling incremental solutions and services within their base accounts, and through customer satisfaction. • Maintains records of all account activity within Ricoh provided sales database and CRM tool. Serves as first line of contact with client in the creation and maintenance of accurate paperwork on each sale. • Performs other duties as assigned.

Role Description The Executive Recruiting Manager will provide world class executive recruitment support for key senior searches across the enterprise as well as develop talent pools and bench strength for the strategic needs of the business for Stanley Black & Decker. Reporting to the VP Global Executive Recruiting, this role will have responsibility for the full life cycle recruiting of equity-eligible leadership across the company and require a high level of complexity related to internal client and external candidate management, assessment skills and overall search process. This role will also serve as a utility player for other Talent Acquisition initiatives as needed to build strategic capability for our organization. This role will be based in Charlotte, North Carolina, New Britain, Connecticut, or Towson, Maryland, though remote locations will also be considered. Primary Accountabilities - Strategically partner with executive leaders and human resources colleagues to drive a comprehensive and progressive in-house executive recruitment process for senior level positions. - Conduct searches for the most senior positions in the organization. - Create comprehensive position specifications that support the definition, desired outcomes, critical qualifications, career-pathing, marketing, attraction and selection of senior level positions. - Source candidates through referrals, networking and robust research using the latest technology tools. - Conduct detailed behavior-based interviews with internal and external candidates, providing information on professional background, career progression, alignment to role and organization, compensation, employment restrictions, regulatory licensing and other required credentials. - Provide consultative advice across all aspects of executive recruiting while establishing trusted relationships with senior leaders. - Meet the organization’s hiring needs against specific metrics including days to fill, inclusive slate, offer acceptance ratio, candidate experience and quality of hire feedback. - Identify opportunities to increase recruiting effectiveness through awareness of changes in the external executive recruiting industry. - Create search strategy documents and customized executive hiring reports to identify success factors and barriers to success in leadership recruiting. - Work effectively with providers of assessment, reference checking and relocation services. - Partner with Executive Recruiting Coordinator to manage candidate experience through the interview process. - Partner with Executive Compensation to provide robust compensation data for all candidates, making recommendations as appropriate. - Continually develop, maintain and engage a pipeline of senior leaders in industry competitive roles for future needs in the business. - Liaise with Talent Management to define gaps in succession plans and identify proactive executive talent for key strategic needs for the organization. - Continually develop knowledge of Stanley Black & Decker’s product portfolio, services, infrastructure and business model, as well as that of competitors. - Mentor Talent Acquisition Partners as needed on mid-senior level searches. - Support confidential research projects across the enterprise globally. Qualifications - 8+ years of progressive experience in a highly specialized senior level corporate recruiting atmosphere. - A combination of corporate recruiting coupled with retained executive search firm experience is desirable. - Experience demonstrating significant value to senior level hiring managers and candidates through a high touch point approach. - Deep experience with multi-component compensation programs. - Competencies include the ability to influence and negotiate with candidates, relationship management and partnering, diligence and perseverance, judgment and decision-making creativity and problem-solving. - Ability to work independently at a consistently high level, while managing multiple priorities. - Experience with the use of Recruitment technology (Contact Management and Applicant Tracking Systems), LinkedIn Recruiter and Workday. - Bachelor’s degree required; Advanced degree or HR certification preferred. Requirements - The salary range for this position is $105,400.00 - $169,625.00. - The successful candidate may be eligible for annual merit increases. Benefits - Medical, dental, life, vision, disability, 401(k), Employee Stock Purchase Plan, paid time off, and tuition reimbursement. - Discounts on Stanley Black & Decker tools and other partner programs.

Role Description At Penguin Solutions (Nasdaq: PENG), we help organizations design, deploy, operate, and scale AI infrastructure and AI Factory environments. As demand for AI continues to accelerate, our Services organization plays a critical role in helping customers maximize the value of their technology investments through: - Professional Services - AI Platform Operations Services - Support Services - Software-enabled service offerings We are seeking a highly motivated and customer-focused AI Platform Services Account Executive to help drive the growth of our Services portfolio across Enterprise, Neocloud, and Sovereign AI customers. This role combines services sales expertise with the opportunity to help shape Penguin Solutions' services go-to-market strategy, including: - Service positioning - Pricing - Sales enablement - Continued evolution of our AI Platform Operations Services portfolio Reporting directly to the Vice President of Services, this highly visible role will work hand in hand with: - Account Executives - Sales leadership - Services - Solutions Architecture - Customer Success - Delivery teams In most customer pursuits, the Account Executive will maintain overall account and opportunity leadership, while this role will serve as the services sales specialist responsible for helping position, shape, and advance services opportunities as part of the broader customer engagement. Responsibilities - Own and achieve services bookings and margin objectives across Professional Services, AI Platform Operations Services, Support Services, and related services-led opportunities. - Partner with Account Executives and sales leadership to identify, qualify, shape, and close services opportunities within Enterprise, Neocloud, and Sovereign AI accounts. - Increase services attach rates across Penguin Solutions infrastructure, platform, and software sales opportunities. - Expand adoption of AI Platform Operations Services within existing customers, not currently under an AI operations services contract. - Position Penguin Services in alignment with complementary Penguin platform capabilities, including ClusterWareAI where appropriate, to create stronger customer outcomes. - Develop trusted advisor relationships with executive, business, and technical stakeholders in collaboration with the account team. - Understand customer business objectives, operational challenges, procurement processes, and AI initiatives to align services with customer needs. - Develop and deliver compelling service proposals, presentations, and customer engagement plans in support of account-led sales opportunities. - Help evolve service offerings, packaging, pricing strategies, and commercial models based on customer, partner, and market feedback. - Develop services sales plays, messaging, and enablement materials that help field sales teams effectively position and sell standard services offerings, including Support Services. - Collaborate with Services, Sales, Solutions Architecture, Customer Success, Support, Marketing, Strategy, and Delivery teams to ensure successful customer outcomes. - Maintain accurate pipeline management, forecasting, and opportunity reporting in alignment with Sales and Services leadership. Qualifications - 7+ years of experience in enterprise technology sales, services sales, consulting services, managed services, or related customer-facing roles. - Proven success selling services within complex enterprise technology environments. - Experience developing and closing opportunities involving multiple stakeholders, complex procurement processes, and enterprise buying committees. - Strong understanding of enterprise infrastructure, AI/HPC environments, cloud platforms, data center operations, or related technologies. - Experience engaging executive and technical decision-makers, including CIO, CTO, Infrastructure, Operations, Procurement, and AI leadership teams. - Demonstrated ability to position services around customer value, business outcomes, operational improvement, risk reduction, and program success. - Experience selling professional services, managed services, AI operations services, cloud operations services, or enterprise platform services is preferred. - Experience selling in or through ecosystem partners, especially where services complement partner-led AI infrastructure or platform solutions, is preferred. - Familiarity with recurring revenue, subscription services, value-based pricing, or outcome-oriented commercial models is preferred. - Strong consultative selling, communication, presentation, and negotiation skills. - Ability to translate technical capabilities into business value and customer outcomes. - Experience working effectively across matrixed organizations and partnering with Account Executives in account-led pursuit models. - Proficiency with Salesforce and standard business productivity tools. - Bachelor's degree or equivalent experience. Location Remote - US Travel Travel as required to support customer engagements, partner pursuits, sales opportunities, internal planning sessions, and industry events. Compensation & Benefits - The base pay range that the Company reasonably expects to pay for this position in the United States is $165,000 – 180,000; the pay ultimately offered may vary based on business considerations, including job-related knowledge, skills, experience, and education. - The position is bonus-eligible. - Medical, dental, and vision benefits available. - 401k saving plan. - Other benefits, such as Paid Time Off, Life Insurance, and an Employee Assistance Plan. Inclusion & Belonging Statement We are committed to creating an inclusive environment that embraces differences and fosters belonging for all. Equal Opportunity Statement We are an Affirmative Action/Equal Opportunity Employer and strongly committed to all policies which will afford equal opportunity employment to all qualified persons without regard to age, national origin, race, ethnicity, creed, gender, disability, veteran status, or any other characteristic protected by law.

• Drive sales and distribution for the company products • Manage allocated territory and the customer • Achieve sales targets through personal selling (visiting market) • Negotiate with RS and develop his people on managing customers • Monitor competitive activities and provide feedback to the branch • Organize promotion activities within budget limits for brand activities