Fujitsu America is an Elite ServiceNow partner and is looking for a motivated Sales Professional to join our team of passionate professionals. This individual will seek and secure new business for Fujitsu’s ServiceNow practice within North America.

You will work as part of a collaborative system which includes Fujitsu Industry Sales, Alliance Management, Delivery leadership as well as our global ServiceNow teams to grow Fujitsu’s ServiceNow business.

This is a great time to join Fujitsu team as Fujitsu is globally committed and invested in rapidly expanding a dynamic business line. Fujitsu is working directly with ServiceNow leadership to partner and jointly drive value proposition for our customers.

You will enjoy our dynamic work environment where showing initiative and creativity is strongly encouraged, and where your contribution is recognized based on our People First approach. To know more about Fujitsu ServiceNow practice in the US, visit https://www.fujitsu.com/global/microsite/servicenow/ – a company known for its innovation, empathy, and commitment to learning, development and work/life balance!

Responsibilities :

• Generate pipeline, seek, hunt, and secure new Fujitsu’s ServiceNow business – This includes Services (Implementation, Support) and Subscriptions (Re-sell Subscriptions & Managed Service Provider Instances of ServiceNow).

• Leverage existing customers and partner relationships to expand qualified ServiceNow pipeline and shape new opportunities.

• Own and manage the business development and sales process from start to finish.

• Collaborate and interact with our ServiceNow Practice and Industry Sales Teams - This includes sales enablement, education, training and pursuit planning.

• As a ServiceNow expert, provide thought leadership in the market and evangelize Fujitsu and our ServiceNow offering’s value proposition, capabilities, and strategic imperatives to the customer.

• Manage relationships and progress via regular governance discussions with Fujitsu leadership and key stakeholders globally.

• Work with the global teams to develop a clear, differentiated value proposition with offerings, capabilities, and programs that drive positive business results in the marketplace.

• Schedule and execute joint account planning sessions for target accounts; ensure key joint / Fujitsu strategic imperatives are included. Ensure follow up governance on actions and outcomes.

• Participate as needed in regional or local marketing events in partnership with the Practice, Sales, Marketing.

• Part of your daily routine will be to develop strong working relationships with Partners related to assigned targets, Industry Leaders, ServiceNow stakeholders and clients. Additionally, you will actively participate in the continuous improvement of our sales operations including, go-to market initiatives, innovating our offering and our overall sales strategy.

Key results

• Generate qualified pipeline, hunt and secure new ServiceNow business for Fujitsu North America.

• Your key results will be achieving market growth in areas deemed as targets for North America and ultimately Global market growth.

• Your key results will be delivering new logo TCV (Total Contract Value $10M) and Qualified Pipeline growth; build $20 – 25M annual pipeline.

• Your primary focus will be driving new logo growth, with a secondary focus on identifying new ServiceNow opportunities within Fujitsu existing customer base.

Qualifications :

• Total of at least 10 years of experience with a demonstrated track record for sales and business development results

• Solid record of annual quota attainment

• Net New customer track record with success

• 5+ years of business development experience: net new customer track record with success

• 5+ years of experience selling into the US and Canadian marketplace; preference for additional Global market development experience

• 3+ years of experience selling ServiceNow solutions (e.g., HR, ITSM, ITAM, etc.)

• Understanding of Cloud & SaaS technologies

• Strong relationships within the US and Canadian IT industry

• Experience working with alliances and business partners

• Ability to articulate Industry based ServiceNow solutions and offering’s value propositions aligned to customer priorities.

• Skilled in leveraging sales methods such as Business Value Assessments, Provocation as well as other sales techniques, for creating a vision and urgency for customer/partners.

• Experience in working with partner ecosystem to co-sell and co-deliver outcome-based solutions for our customers; capable of handling complex sales with contract options

• Lead virtual teams and successfully build relationships with CXO-level stakeholders

• Skilled in identifying value-creation opportunities and in influencing, collaboration and relationship building

• Cultivate and lead sales talent and develop successful sales leaders

Soft Skills

• Deep empathy for customers business objective/goals and their pain points

• A self-starter, with a purpose driven, growth mindset

• Passionate about working with people and problem solving

• Excellent analytical, functional aptitude and proven ability to solve problems

• Strong negotiation skills

• Strong verbal and written communication skills

• Highly motivated to succeed and a strong sense of ownership

• Team and talent management skills

• Ability to work both independently and as a member of a cross-team group with minimal supervision

• Excellent time management and organization skills with a very keen attention to detail

• Able to remain focused

• Stays current on existing and emerging technology and industry trends, especially ServiceNow

How you’ll grow

• At Fujitsu, we believe in positive and supportive culture and foster People First approach. This type of culture focuses on employee’s aspirations, mapping to Fujitsu’s growth plan, which creates creating a win – win situation. The employees can use their strengths to do their best work every day. There is always room to learn and if employees want to make a lateral move, the organization will work with employees to make that happen. We offer various avenues for our employees to learn and expand their knowledge in a specific business domain or a technology domain or just pure self-improvements.

Benefits

• At Fujitsu, we know that great people make a great organization. We value our people and offer employees a broad range of benefits.

Tips

• To help you with your interview, we suggest that you do your research on the organization and the business area you are applying to.

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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.

California Consumer Privacy Act (CPPA), read here (https://www.fujitsu.com/us/Images/CALIFORNIA-CONSUMER-PRIVACY-ACT-NOTICE.pdf)

Requisition ID : 22267