Sales Director
3 days ago
Fujitsu Makati, National Capital Region, Philippines
Talent Acquisition Specialist at Fujitsu | End to End Recruiting, Human Resources DevelopmentRole 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.
Qualifications
- Bachelor's degree or equivalent experience
- 3+ years' of sales leadership experience
- 5+ years' of experience in sales
- Strong leadership skills
- Director
- Full-time
- Sales and Business Development
- IT Services and IT Consulting
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