Client Acquisition Director

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.