Position OverviewThe Solutions & Sales Enablement Specialist is responsible for achieving sales and profitability targets by designing, delivering, and supporting workflow, print management, and content management solutions for Channel partners and their customers. This hybrid role integrates technical solution expertise, channel sales support, marketing enablement, and Salesforce pipeline management to strengthen partner performance and drive Fujifilm Business Innovation (FB) commercial growth.
The Specialist serves as a technical consultant, sales trainer, and enablement resource-ensuring partners have the right solutions, tools, content, and insights to compete effectively and deliver superior customer outcomes.
Job DescriptionWorkflow & Technical Solutions Delivery- Design, propose, implement, and support copy/print/scan/fax and workflow solutions aligned with partner and customer requirements.
- Diagnose and resolve complex hardware, software, network, and cloud-related issues.
- Collaborate with FNAC Channel Sales, Technical Specialists, and 3rd party vendors to deliver best practice solutions.
- Conduct solution demonstrations, proof-of-concepts, and technical evaluations for partner opportunities.
- Provide technical product and solution training to partner sales teams and internal stakeholders.
- Support special projects introducing new technologies and solutions to the U.S. market.
- Maintain deep knowledge of MFP/Printer hardware, operating systems, cloud environments, Windows server/desktop, and network technologies.
Sales Enablement & Marketing Support- Develop and deliver sales enablement materials including solution briefs, competitive battlecards, demo scripts, partner playbooks, and training modules.
- Partner with Marketing to align messaging, campaigns, and product positioning with channel needs.
- Support partner-facing events, roadshows, webinars, and joint sales calls.
- Create and maintain solution-focused assets for partner onboarding and continuous education.
- Identify market trends, customer pain points, and competitive threats to inform GTM strategy.
- Provide feedback to Global Operations Marketing to ensure U.S. market needs are represented in product and solution planning.
Salesforce & Pipeline Management- Maintain accurate Salesforce reporting including call reports, partner visits, events, business plans, training sessions, pipeline updates, and forecasting.
- Build dashboards and insights that help leadership and partners make data-driven decisions.
- Ensure partner opportunities are properly qualified, tracked, and advanced through the sales cycle.
- Analyze pipeline trends to identify growth opportunities, risks, and enablement gaps.
- Support adoption of CRM best practices across channel partners and internal teams.
Channel Partner Engagement- Conduct a minimum of three partner-facing meetings per day (on-site/off-site), including sales calls, training, marketing events, and solution troubleshooting.
- Strengthen partner relationships through proactive communication, technical guidance, and joint business planning.
- Manage vendor relationships to ensure optimal solution performance and partner satisfaction.
- Advise partners on technology selection aligned with customer requirements and competitive dynamics.
- Collaborate with FNAC teams to resolve complex issues involving process, software, hardware, or workflow design.
Continuous Improvement & Professional Development- Identify areas for process improvement and recommend methods for implementing enhancements.
- Investigate and implement new support processes for print-related solutions.
- Stay current on industry trends, emerging technologies, and competitive offerings.
- Pursue ongoing self-development through training, certifications, and skill-building opportunities.
- Actively contribute to Solutions Services team goals and cross-functional initiatives.
Key Performance Indicators- Achievement of revenue, gross profit, and unit sales targets.
- Quarterly attainment of key sales KPIs per territory.
- Increased FB brand market share, partner satisfaction, and solution adoption.
- Quality and effectiveness of sales enablement materials and training delivered.
- Accuracy and timeliness of Salesforce reporting and forecasting.
- Successful execution of partner meetings, events, and solution deployments.
Required Qualifications- 5+ years of successful IT industry experience, preferably in business processes, print/copy/scan/fax workflows, or Enterprise Content Management.
- Strong understanding of MFP/Printer hardware, operating systems, cloud environments, Windows server/desktop, and network technologies.
- Experience delivering technical training to diverse audiences.
- Demonstrated ability to liaise, consult, and negotiate with a broad range of customer and partner groups.
- Ability to develop and sustain strong internal and external customer relationships by creating customer-centric solutions.
- Action oriented and results driven
- Established negotiation and influencing skills
- Excellent cross-functional teamwork skills (product management, support, sales, service, and management)
- Operational problem-solving expertise
- Experience with Salesforce CRM, sales enablement tools, and pipeline management.
- Background in marketing, channel programs, or sales enablement strongly preferred.
- Hardware/software IT qualifications advantageous.
- Demonstrated presentation skills
- Strong analytical and strategic planning capabilities
- Ability to analyze information objectively, apply structured reasoning, and make well-founded decisions based on evidence and logical principles
- Essential communication skills, both written and verbal
- Working knowledge of Microsoft applications including Word, Outlook, and PowerPoint with advanced proficiency in Excel and reporting tools
- Ability to travel ~30%
Preferred Skills- Experience in imaging, manufacturing, technology, healthcare, or industrial distribution industries
- Field-based role requiring regular travel to partner sites, customer locations, and events.
- Must be able to conduct on-site technical evaluations and solution demonstrations.
- May require occasional evening or weekend work to support partner events or urgent solution needs
Salary and Benefits:- $85,000 -100,000 depending on experience
- Medical, Dental, Vision
- Life Insurance
- 401k
- Paid Time Off
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