Stephen Yu

Work with Japanese Global 1000 and Fortune 1000 customers to execute equipment and complex services strategy within an assigned account. Independently drives customer engagements, meetings, and develops opportunities using SMEs and other skilled assets to position, propose and close deals. Efficiently qualifies opportunities and develops proposals that meet/exceed customer requirements. Craft and position the Ricoh portfolio. Assess the fit and affordability with the customer. Understand and lead the pricing, proposal and negotiations. Propose, sell and deliver profitable CORE equipment and basic services. Work collaboratively with matrix teams to provide a quality deliverable to the client. Use collaboration to build trust, confidence and influence with clients.

Responsible for leading the day-to-day operations and performance of the showroom, including the achievement of revenue goals, expense management, employee and leader performance and development and facility operations. Direct a team of managers, team leaders, sales consultants and customer service representatives, to deliver exceptional sales and service center with diverse programs, products and services across multi-franchised automotive dealership. • Develop and maintain a sales and service culture that enables operational excellence through consistency of customer experience and performance • Enhance/maintain company brand through interactions with customers across a diverse set of products and services that will be measured through sales and customer satisfaction • Build continuity across sites and segments through sharing of best practices and standardization • Direct accountability to drive and achieve site-level P&L goals • Develop and manage metrics that communicate performance against client and customer needs as well as quality, profitability, operational effectiveness and efficiency • Create a high-performing, customer-focused organization • Responsible for managing and directing the activities of multiple direct and indirect reports • Aggressively select, develop and manage talent to improvement diversity mix, bench strength, and retention • Support team by removing barriers impeding their success • Establish and drive strategy with peers for designated areas of ownership/”chairmanship” within the team, such as talent acquisition and retention, employee engagement, business intelligence, career progression, process improvement, etc. • Manage other site specific accountabilities as applicable to the site – lead fulfillment team, facilities management and site security management

Primary sales driver for All Covered IT Managed Services offerings with the Direct Sales team to educate, partner, train and sell Managed Services to their customer base. Build synergy partnership between All Covered division with KMBS sales team. Expand All Covered’s existing service offerings by marketing and selling within the Direct Sales Organization, while also developing new version roll-outs and enhanced service offerings. Work with the Direct Sales team to help define the go-to-market strategy for their customer base, help them understand the product positioning and key benefits through sales and technical training, as well as help them to identify and target potential Direct customers. Results: Increasing market share of IT Managed Services by 300%

Responsible for managing a team to expand senior business relationship and retention, revenue generation/value creation, base management, for enterprise accounts with high-risk potential which require premise management. Proactively penetrated existing assigned accounts and increased corporate-liable business by making recommendations for new lines, new products and or new solutions. Results: Ranked in top 10 percent in placement of strategic new product sales for FY2014

Reporting to the Director of Technology, the Associate Technology Integration Manager is responsible for the sales and pre-sales support activities for Sharp Channel Partners and Customers involving advanced MFP, Production and AV products. Encompassing advanced technology and the integration of in-house and third-party software applications. Identifying workflow for Sharp technology and applications within the end-user environment and guiding the Sharp Channel Partners on their infrastructure to achieve an incremental increase of MFP, Production and AV sales. As well as providing internal education for the latest technology differentiators to the Sharp sales team. Results: Growing of market share of new business revenue with channel partners. Exceeding and improving marketing, technical, proposal development support within assigned territory of NE marketplace

Managed Fortune 500 and Global 1000 Security and Risk Management Technology Providers. Responsible for $1.5MM retention and expansion of events revenue including strategic marketing for customer’s products and services. (Verizon Business, Symantec, Google, etc.) Exhibit and sponsorship sales and additional event based marketing (advertising, signage etc) Negotiated and closed six figure event sponsorship opportunities with global partners. Engaged clients to build partnerships with C-level engagements to align their goals & objectives with the audiences that exist at Gartner’s various events. Provided support for exhibit clients and field inquiries. Collaborated with Sales colleagues (domestically & internationally) from Gartner events & research, to maximize the opportunity to drive revenue among current clients.

Reported to Vice President of Sales to implement operational best practices, CRM system data integrity, corporate compliance and sales processes within the organization. Responsible for coaching and developing 4 teams of commercial account executives for proposing and closing engagements that will achieve total revenue growth (sale and annuity), profit, and customer satisfaction plans. Developed requirements, business cases, partner relationships, and launching critical projects to assist enterprise customers with private cloud platforms. Articulated compelling value propositions describing the customer benefits by role (i.e. Finance, IT) of the XPS (Xerox Print Services) solution in terms of consistency and control, improved services, managing costs and managing compliance. Results: Grew XPS business by over 300% by positioning Xerox effectively against competitive offerings (e.g. HP, Ricoh / IKON, Canon, Lexmark, Konica-Minolta and local dealer offerings)

Managed and developed National Accounts at a C-Level, reviewed leads, participated in customers' strategic planning, responsible for customer’s P&L and deliver BPO services proposals and management services studies as prescribed by sales management. Responsible to increase monthly billing, expanded add on services, effectively renewed contracts, protected IKON's position and strived to continually increase customer satisfaction and added value. Met or exceeded revenue and gross profit expectations. Responsible for conducting monthly and quarterly customer reviews in cooperation with the MS (Managed Services) Operations team. Displacing competitors as trusted advisors, winning credibility and subsequent additional business within existing clients. Providing strategic alignment of technology with customer’s go-to-market strategy. Results: $5.8MM increase with a National facilities management company specializing in BPO

• Recruited, hired, trained, and supervised a sales team of 6 account executives • Increased sales volume by more than 500% through analysis of each client’s marketing objectives, leading to the development and presentation of customized marketing strategies and action plans • Inception, coordination and direction of advertising campaigns with advertising agencies that resulted in increased sales, client satisfaction, and client retention • Initiated, designed, and orchestrated all creative aspects of advertising campaigns.. Provided leadership to the sales team through the development and implementation of goals and objectives that focused on customer service and satisfaction • Organized participation of manufacturers and dealers in numerous automotive trade shows/events