Senior DX Sales Executive

Contenu de l'offre Senior DX Sales Executive chez Fujitsu

Senior DX Sales Executive

Key Accountabilities                                                                                

Winning Deals: Leads the negotiations to close the deal. Ensures customer concerns are resolved during negotiation and contractual process. 

Sales Opportunities: Identifies and qualifies complex opportunities to establish a pipeline which will meet targets. 

Sales Planning: Establishes value proposition and win strategy for all qualified opportunities. Provides management reports as required. Oversees overall pipeline development on named accounts with a lead role. 

Customer Relationships: Actively and personally develops appropriate customer relationships that will support the overall Account Plan, especially at a senior level. Develops a strong influence and coaching network within the customer and relevant partners above the portfolio focus. Makes good use of social media tools to build relationships. 

Strategy Development. Supports the development and implementation of the sales strategy for specified business area (partners/customer/industry). 

Stakeholder Planning: Identifies and influences decision makers, influencers and other stakeholders (internal and external) of senior level. Identifies and implement methods to influence stakeholders and participates appropriately. Creates, maintains and expands a network of productive relationships with customers. 

Lead Role: Takes leadership role in coordinating international customer engagement across a specialized portfolio. 

Competitor Analysis: Identifies and creates strategy for beating the competition. Provides a barometer of current client needs and works to evolve Fujitsu portfolio and capabilities so that they continue to meet and stimulate customer demand. Focuses on challenger selling and working to disrupt the market. 

Input to Bid Reviews: Together with designated bid team, provides and presents appropriate input to company bid review process. 

Forecasting: Submits accurate and timely monthly sales forecast and regular updates to line management. 

Business Insight: Maintains a high level of knowledge of products, services, market intelligence and competitive insight. 

Governance: Adheres to company defined governance procedures and sales management tools including the client relationship management (CRM) database to manage campaigns. 

Team Building & Development: Identifies, motivates and communicates with virtual teams to effectively support qualified opportunities. Should inspire others in the organization and act as a role model. 

Key Performance Indicators 

Achievement of sales targets as measured by sales orders, margin and total bid expenditure.
Availability and accuracy of timely and accurate sales forecasts and sales pipeline information. 
Campaign effectiveness as measured by compliance with governance processes. 
Quality of data, proposals and pipeline. 
Win rate. 

Fujitsu at a Glance

Fujitsu is a leading information and communication technology (ICT) company, headquartered in Japan, offering a full range of technology products, solutions, and services. Approximately 132,000 Fujitsu people support customers in more than 100 countries. We use our experience and the power of ICT to shape the future of society with our customers.

We are a corporate culture that places great value on the pursuit of new possibilities previously unimagined and brings them to fruition.  This has been the foundation of Fujitsu’s success since its inception.  In an increasingly competitive world, in which the pace of change continues to accelerate, Fujitsu must strive for continuous innovation. Each and every employee will rise to the challenge of creating new value amid changes in the management environment, technology, society and the marketplace. With a spirit of challenge, we are committed to the continuous creation of new value.  Fujitsu wants innovators like you!

At Fujitsu, one of our corporate principles is "We respect human rights". This principle underpins all our corporate and individual activities and guides the actions of every Fujitsu Group member. We embrace diversity and equal opportunity.  Qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. By empowering people, we can unleash our collective strengths to create a better experience for our employees, our customers, and our partners.

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About FujitsuSince being founded in Japan in 1935, we have continued to demonstrate our technological prowess and persistent pursuit  of  innovation.  As  a  world-leading  digital  transformation  partner,  our  business  structure  is  aligned  with  the modern  digital  world.  Fujitsu’s purpose is to make the world more sustainable by building trust in society through innovation. More information: www.fujitsu.com.
Full time
Posting Date: 2023-09-04