Client Executive - Japanese Originated Customers - Manufacturing Industry
Fujitsu Americas delivers the full range of Fujitsu digital technology solutions and services to clients in the Western Hemisphere including the US, Canada, Latin America and Caribbean. Fujitsu enables customers in the region, including those in the manufacturing, retail, financial services and public sector, to meet their business objectives through integrated offerings and solutions, including consulting, systems integration, managed services, outsourcing and cloud services for infrastructure, platforms and applications; data center and field services; and server, storage, software and mobile/tablet technologies. For more information, please visit: http://fujitsu.com/us and http://twitter.com/fujitsuamerica.
Client Executives for this industry segment are typically responsible for a $5–10M annual quota. Our teams will deliver the finest digital transformation services to clients – including digital consulting and infrastructure and application services – to help them be more competitive. Our approach to co-creation – working alongside our customers and ecosystem partners and leveraging their know-how and expertise to create industry solutions – is what sets us apart and enables us to drive the best possible outcomes.
Culture
We are also focused on using our experience and technologies to create a better world for people. We call this a Human Centric Intelligent Society. This means that everything we do – from the services we deliver, to the new frontiers we explore – is to build a more prosperous future where people are empowered by digital technology.
Corporate Social Responsibility also is our top priority, where we strive to deliver value not just for our shareholders, but for our communities, the environment, the people we serve, our clients and valued employees.
Balance - We have to be comfortable with the balance of selling new technology which is often in development as well as delivering a pragmatic and realistic experience to our prospects
Self-starter – one of the great throw-away comments in business (and sales in particular) but so relevant here at Fujitsu. There won’t be huge amounts of resources available. There won’t be hundreds of customers to leverage – it’s a true hunter role.
Defining and creating a market – this means finding new prospects from scratch. Cold calling, generating your own leads and then driving them through a rigorous sales process to qualify effectively
Understanding accountability – the comfort and acknowledgement that sales is a results-based business. Fujitsu believes passionately in building an environment of trust, empowerment and support, it is also critical that sales people in our organization understand the meaning of accountability
Qualifications
- Minimum of 5 years of outside sales experience
- Business level Japanese and English bilingual
- High level contact experience i.e. Japanese C-suite or business owner depending on size of prospect
- Quota attainment record
- Net New customer track record with success
- Experience selling IT Services & Solutions into Manufacturing clients with current industry knowledge
- Experience helping customers with Digital Transformation and Application Modernization
- Knowledge of ERP systems (SAP, Oracle, etc…) and experience selling consulting services around these offerings especially in manufacturing – not just digital core but factory systems as well including MES, PLM and Mii.
- Familiarity with industry direction like Industry 4.0, Smart Factory, Manufacturing as a Service and AI.
- Capable of handling complex sales with contract options
- Able to discuss & negotiate contract T&C’s
- Resourceful and able to engage the right people to bring deal to closure
- Experience selling with various departments from sales engineers through to delivery/implementation
Your background
- Manufacturing Industry experience – what do we mean? We mean that you have sold net new business to customers in this industry. You understand the challenges that digital disruption is having in this industry and are truly inspired by the opportunity to help them solve their business-critical problems
- You will have a proven network of Manufacturing customers you have sold to previously – it means that you can start to create your own pipeline and eco-system immediately
- Understanding the true challenges that Manufacturing companies have means you can command credibility and air-time in the board room – with VP’s, CFO’s and other key decision makers – you talk their language, your experience presents you as an agent for change within their industry because you understand, can articulate and show how you can help to solve their issues
- You have sold core ERP systems based on SAP and/or Oracle and have sold factory solutions including MES, PLM or Mii.
- You have an outstanding track-record in selling to the line of business – this is NOT a product, feature / function show and tell approach. This IS about demonstrating the compelling, immediate impact you will have on their business at a P&L level, operationally and through to customer satisfaction. They don’t just need your solution – they WANT your solution
Others
- Bachelor’s Degree
- strong communication skills (verbal and written), presentation skills, and effective cold calling skills
- familiarity with sales tools such as Saleforce.com
- willing and able to travel
- willing and able to relocate to Texas or Minnesota
Fujitsu salaries are aligned to the specific geographic location in which the work is primarily performed. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. It is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the circumstances of each situation. The pay range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to: specific skills, qualifications, experience, and comparison to other employees already in this role. The pay range for this position is estimated at $86,800.00 to $124,992.00 USD. Additionally, this role may be eligible for a sales incentive based on company results and individual performance.
As a technology company, Fujitsu recognizes that human resources are its most important capital. To create an environment where all employees can work positively and healthily, both in mind and body, we offer a full range of health, 401K, and other benefits.
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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.
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