Strategic Account Manager - West Coast

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

PFU America is looking for an accomplished Strategic Account Executive to help accelerate growth across the Healthcare and Financial Services markets. This is a true new-business role for an enterprise sales professional who knows how to open doors, build relationships with senior decision-makers, develop opportunities from the ground up, and close complex technology solutions.

If you are energized by pursuing new logos, developing executive relationships, creating your own pipeline, and turning complex customer challenges into meaningful business opportunities, this role offers the opportunity to make a significant impact.

What You'll Do

Develop New Business

• Identify, target, and win net-new enterprise customers within Healthcare, Financial Services, and other strategic markets.
• Build and execute territory and account strategies focused on high-value enterprise organizations.
• Generate opportunities through proactive prospecting, networking, referrals, industry events, and partner relationships.
• Build and maintain a strong pipeline of qualified opportunities to achieve and exceed sales goals.

Build Strategic Enterprise Relationships

• Research target organizations to understand their business priorities, digital transformation initiatives, and operational challenges.
• Develop account penetration strategies that connect PFU solutions to meaningful customer objectives.
• Build trusted relationships with executive, business, operational, and technology decision-makers.
• Successfully navigate complex buying processes and multi-stakeholder enterprise environments.

Sell Solutions That Deliver Business Value

You'll represent PFU's portfolio of document capture, workflow automation, and intelligent document processing solutions, including RICOH fi-Series scanners, PaperStream Capture Pro, PaperStream Capture Premium, PaperStream AI, and Professional Services.

You'll lead discovery conversations to uncover opportunities around document processing, workflow, compliance, and automation, then translate those needs into compelling business cases and value propositions that demonstrate measurable outcomes and ROI.

Expand Our Market Presence

• Pursue strategic opportunities to capture market share within targeted accounts.
• Engage organizations considering alternatives to their existing document capture, workflow, and automation solutions.
• Develop competitive strategies that differentiate PFU solutions from incumbent providers and other market offerings.
• Expand PFU brand awareness and executive engagement within strategic growth accounts.

Win as One Team

• Partner with Sales Engineers, Product Management, Marketing, Channel Partners, and Professional Services to move opportunities forward and close business.
• Coordinate executive briefings, product demonstrations, proof-of-concept activities, and customer presentations.
• Help ensure a seamless transition of new customers into long-term account management and customer success programs.

What You'll Bring

We're looking for an experienced enterprise seller who combines strategic thinking with a strong drive to win new business.

• 10+ years of enterprise sales experience with demonstrated success acquiring net-new customers.
• A track record of selling technology, software, automation, SaaS, document management, or related enterprise solutions.
• Proven ability to create opportunities through prospecting and manage them through contract execution.
• Experience engaging C-suite, VP-level, and senior operational stakeholders.
• Strong business acumen with demonstrated financial justification, negotiation, and presentation skills.
• Experience in Healthcare, Financial Services, or Digital Transformation is preferred.

Sales Discipline & Execution

Success in this role also means maintaining accurate CRM pipeline and account activity, providing reliable forecasts and business updates, consistently delivering against sales and growth objectives, and staying current on the market, competitive landscape, regulatory environment, and emerging technologies affecting Healthcare and Financial Services.

Why This Role?

This is an opportunity for an experienced enterprise sales professional who enjoys building rather than inheriting. The emphasis is on creating new relationships, opening strategic accounts, solving meaningful customer challenges, and developing business where PFU has limited or no existing presence.