• Drive new business development across IDN and Health Systems • Engage with CEOs, CMOs, and CFOs • Own the full sales cycle—from prospecting to close • Cultivate relationships within the largest health systems • Travel 75% of the time

• Meet or exceed assigned revenue and expansion targets across a portfolio of existing customer accounts. • Develop and execute account plans focused on retention, adoption, and expansion. • Manage the full sales cycle from prospecting through negotiation and deal closure. • Build strong relationships with customer stakeholders and decision makers. • Leverage partners to maximize penetration and scale within your target market. • Identify opportunities for cross-selling and upselling additional products or services. • Partner with customer success, technical, and support teams to ensure positive customer outcomes. • Maintain accurate forecasting and account activity tracking in Salesforce. • Monitor customer usage and business objectives to proactively identify growth opportunities. • Coordinate internal resources to support customer initiatives and technical needs. • Advocate for the customer internally and ensure alignment with company capabilities. • Maintain long-term account health and customer satisfaction.

• Own the end-to-end renewal motion for the Flash segment — running proactive 90/60/30-day cycles that keep GRR on target and surface expansion potential early; • Accelerate pricing migration conversations across your book — moving legacy per-seat customers to the new platform pricing model and closing them; • Maintain a clean, accurate HubSpot pipeline across a high-volume book so forecasting reflects reality, not optimism; • Identify expansion signals and collaborate with Account Managers on accounts that have outgrown the Flash motion; • Use AI tools (e.g. Claude) to personalize outreach at scale, prep for calls, and build account briefs fast — so your time goes toward conversations, not admin; • Catch early churn signals, escalate with a plan, and follow the playbook while knowing when to adapt.

• Develop and execute business development strategies to drive growth within new and existing accounts. • Build relationships with decision-makers and influencers to identify and generate new sales opportunities, increasing Ricoh's market share. • Research customer environments to uncover and address both known and latent business challenges. • Understand how customers make purchasing decisions by focusing on their business needs rather than a predetermined product or service. • Effectively communicate Ricoh's value proposition and ability to accelerate digital transformation. • Use consultative selling and storytelling techniques to uncover opportunities that align with Ricoh's portfolio of solutions. • Articulate the financial impact of purchasing decisions and demonstrate business value. • Develop and confidently deliver compelling presentations in both virtual and in-person settings.