Role Purpose



To secure additional business for the organization by developing, qualifying and closing new business or extending existing contracts, for medium complexity opportunities within a defined sales territory/account with specialized for a particular portfolio item or by supporting senior sales colleagues. Sales campaigns of importance include those focusing on Fast IT, Hybrid IT and Digital. Generates commercial value to the organization by leading and closing portfolio based deals for new customers or in an existing accounts. Could grow Fujitsu's "Share of Wallet‟ within designated accounts actively selling the Fujitsu Technology Solutions Portfolio leading to commercial benefit to the organization.

Key Accountabilities



• Winning Deals: Leads or supports the negotiations to close the deal. Ensures customer concerns are resolved during negotiation and contractual process.
• Strategy Development: Develops the sales strategy for specified business area (partners/customer/industry).
• Sales Opportunities: Identifies and qualifies opportunities to establish a pipeline which will meet targets within designated accounts. Execution of contract negotiations. Accountable for revenues, total contract value (TCV) and margins for specialized portfolio items sold in the defined area.
• Sales Planning: Jointly establishes value proposition and win strategy for all qualified opportunities, with senior sales colleagues and establishes a closing plan and own role within it. Provides management reports as required. Oversees overall pipeline development on names accounts with a lead role.
• Customer Relationships: Actively and personally develops appropriate customer relationships that will support the overall Account Plan. Develops a strong influence and coaching network within the customer and relevant partners above the portfolio focus. Utilizes social media tools to build relationships.
• Competitor Analysis: Identifies and creates a 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.
• Stakeholder Planning: Identifies and influences decision makers, influencers and other stakeholders (internal and external). 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 customer engagement across a specialized portfolio.
• 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 within and across borders. Ensures the proper use of specified company tools and processes to manage sales opportunities.
• Team Management & Development: Identifies, motivates and communicates with virtual teams to effectively support qualified opportunities.

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.