Are you eager for success, not afraid to drive change, sales orientated and like visibility? Can you drive growth, bring organizations, teams together and achieve stretching goals? Do you want to be proud to work for a company that respects its people and is at the forefront of technology with a strong social purpose? We are looking to grow our team with committed people to manage and enhance our strategic partnerships with World-Class organizations across the region.

Set the Scene

We are looking for the Head of Business Development to drive growth and qualified pipeline for Fujitsu Americas. The role will involve managing diverse teams involved in a wide spectrum of critical business development activities. You will be highly motivated, self-driven, exhibit accountability, and foster collaboration and a passion for excellence and continuous learning. You will be keen to inject energy and drive proactive thinking and action across the organization. You will need to build trusted partnerships with our partner stakeholders across business lines and functions. The role reports to the CEO of Fujitsu Americas along with the FNAI Leadership team.

Key Accountabilities

Strategic Planning: Analyze market trends and competitor landscape to identify new market opportunities for IT products and services.  Develop and execute comprehensive business development strategies to expand market share and increase revenue.  Identify potential partnerships and strategic alliances to enhance market reach.  Provide management reports as required to highlight performance and trends. Lead Generation and Sales: Coach teams to advance opportunities through early sales stages, engaging key resources as required. Support team in capitalizing on leads, and qualifying opportunities.  Develop strategies and drive the execution of plans, to advance pipeline opportunities in both existing accounts and new logo wins. Manage and support the activities of the General Business team to maximize growth in existing small or dormant accounts.  Generate new business leads through prospecting, networking, and industry events. Develop and deliver compelling presentations to potential clients showcasing the value proposition of IT solutions.  Client Relationship Management: Build and maintain strong relationships with existing clients to foster loyalty and repeat business.  Proactively address client needs and concerns to ensure high customer satisfaction.  Drive team to identify new growth opportunities in client environment. Sales Enablement Responsible for building and scaling a comprehensive Sales Enablement program designed to enhance sales productivity, improve customer engagement, and drive revenue growth.  Work closely with sales leadership, marketing, and customer engagement teams to develop and implement strategies, tools, and training programs that ensure our sales teams have the resources, skills, and knowledge needed to succeed. Lead, mentor, and develop a high-performing Sales Enablement team, fostering a collaborative and results-driven culture. Partner closely with Sales, Marketing, and Customer Engagement to ensure alignment and integration across all sales stages. Utilize data-driven insights to continuously improve enablement initiatives, including onboarding, training, content, and process optimizations. Team Leadership and Development: Lead and mentor a team of business development professionals.  Demonstrate leadership by coaching and supporting teams to execute their primary roles successfully. Set sales targets and performance metrics for the business development team  Coach and develop team members to enhance business development skills   Market Analysis and Insights: Stay abreast of emerging IT trends and technologies to identify new business opportunities  Conduct market research to understand customer pain points and develop solutions that address their needs  Monitor competitor activity and adjust strategies accordingly 

Core Skills: 

Sales and business development – interested and experienced in driving growth. Track record of success – have a history of success in IT/Services sales. Desire to win and naturally competitive – resilient and inspired by an innate motivation to achieve results. Passion for excellence – able to “get the job done”; Strong relationship management and communication skills at senior executive level. Commercially savvy – with analytical and strong commercial skills, mindset for continuous improvement and transformation. Team player – experience in building and leading virtual teams with an engaging personality that interacts with high levels of optimism and energy to create spark, shared ambition and focus. Understanding of market – aware of business trends impacting the industry and having an opinion. Situationally self-aware - tailor communication style and message to ensure maximum impact on different audiences, Ability to work and operate in multi-cultural and multi-lingual business environments.

Requirements

Ten+ years of proven experience in Business Development or Sales Leadership success Track record of growing sales or pipeline  Excellent time management, communication, decision making and presentation skills Proven track record in IT sales or business development, preferably in a leadership role Deep understanding of the IT industry, market dynamics, and competitive landscape Leadership skills to manage and motivate teams Ability to build strong relationships with clients and stakeholders Strong analytical and problem-solving abilities Ability to work with urgency Bachelor's degree desired in business, computer science, or a related field

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 $151,060.00 to $217,526.40 CAD. Additionally, this role may be eligible for a short-term 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,​ RRSP, and other benefits.
 

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