Introduction to the company

Information is the lifeblood of business. By making it work harder, we create the knowledge that empowers organisations to do more. We achieve this by enabling data to move seamlessly between physical and digital environments, so information becomes more usable to more people. PFU EMEA is a specialist company within the RICOH group, that’s dedicated to information management solutions. We offer advanced technology, intelligent software and consultancy services; that has made us the partner of choice for the world’s most ambitious organisations. So, whether it’s document management solutions, smart meeting devices, or small format keyboards for coders, we are committed to enabling the world’s flow of knowledge.

Operating in Europe, the Middle East, and Africa, we are responsible for marketing and sales of Ricoh document scanners and a range of Smart Meeting Devices. We were established in the UK in 1981 and have offices in Germany, Italy and Spain and Knowledge Suites in London, France and Dubai.

 

Location

France (field-based with regular travel; office / hybrid location to be confirmed).

Position type

Permanent.

Eligibility

This position requires applicants to have full, unrestricted eligibility to live and work in France. PFU EMEA is not able to offer visa sponsorship for this role.

Reporting to

Regional Manager FBNL

 

Role Purpose & Overview

The Channel Development Manager is responsible for promoting PFU EMEA’s range of professional document scanners, software, and services through an established network of reseller partners, while also identifying and developing new channel relationships and end-user opportunities.

This role plays a key part in driving regional revenue growth by managing defined reseller and customer accounts, implementing sales and marketing strategies, and supporting partners in delivering both standard and complex document capture projects. The role combines account management, channel enablement, and demand generation, ensuring PFU EMEA maintains a strong and consistent presence across its reseller ecosystem.

Working closely with internal sales, marketing, and operations teams, the Channel Development Manager acts as a vital link between channel partners, end users, and PFU EMEA’s internal stakeholders. The role requires a consultative, commercially minded sales approach, strong relationship-building skills, and the ability to identify and convert new opportunities within targeted vertical markets.

 

Main Duties & Responsibilities

Sales Execution & Business Development

• Develop new reseller relationships and identify end-user opportunities.
• Manage ad-hoc opportunities beyond the defined account base as required.
• Apply a consultative sales approach at both channel and end-user level.
• Clearly articulate PFU EMEA’s value proposition and maintain awareness of competitor activity.

Demand Generation

• Follow up and manage marketing-generated leads.
• Support demand-generation activities including events, webinars, and campaigns.
• Work with marketing to deliver targeted partner and customer promotions.

Internal Collaboration & Reporting

• Maintain accurate CRM and system records.
• Provide regular pipeline, activity, and forecast reporting.
• Share channel and customer intelligence with marketing and operations teams.
• Engage with key ISVs aligned to the local sales plan.

Strategic Contribution

• Provide insights on local market trends to support new campaigns and routes to market.
• Act as an early adopter of new sales strategies and tools.
• Contribute to the overall success of the regional sales team and PFU EMEA objectives.

 

Skills and Experience

Essential

• Proven experience in B2B sales, channel sales, or account management, ideally within technology, IT hardware, or document management environments.
• Strong track record of managing reseller partners and indirect sales channels.
• Ability to build long-term commercial relationships at multiple organisational levels.
• Consultative sales mindset with the ability to support both transactional and complex solution-based opportunities.
• Strong organisational skills with the ability to manage multiple accounts and priorities.
• Comfortable using CRM systems and producing accurate sales and pipeline reports.
• Willingness to travel regularly within France and occasionally internationally.

 

Desirable

• Experience selling document scanners, capture solutions, software, or related technologies.
• Knowledge of vertical markets such as public sector, healthcare, finance, logistics, or enterprise services.
• Experience working with ISVs and solution partners.
• Understanding of indirect sales models within EMEA markets.

 

Key Competencies

• Strong commercial awareness and sales focus.
• Excellent communication and presentation skills.
• Relationship-driven, customer-centric approach.
• Proactive and self-motivated with a results-oriented mindset.
• Ability to influence without authority and work effectively across internal teams.
• Adaptable and comfortable adopting new strategies, tools, and ways of working.

  

Equal Opportunities

We are an equal opportunities employer. We welcome applications from all suitably qualified people regardless of age, disability, gender reassignment, marriage or civil partnership, pregnancy or maternity, race (including colour, nationality and ethnic or national origins), religion or belief, sex, or sexual orientation.

  

Apply

To apply, please send your CV and covering letter to vacancies@pfu-emea.ricoh.com