Client Executive - Retail

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At Fujitsu, we deliver innovative solutions through consultative selling and co-creation, leveraging our portfolios in; Applications Transformation, Partner Solutions (SAP, Oracle, ServiceNow, Microsoft, Salesforce, and Fujitsu IP Glovia OM), and Managed Services (Hybrid IT, Data, Security, Workplace Services Solutions). We work closely with our core technologies, research labs and global delivery centers to provide service excellence to our valued customers and drive sustainable business growth. 

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We are seeking a Client Executive for our Digital Commerce (Retail Industry) Sales team. The Sr. Client Executive role will focus on an assigned territory/accounts of important ‘Super Tier I, Tier I and Tier II’ retail, CPG and pure-play ecommerce companies that are existing clients or prospects.  The Client Executive would be responsible for seeking new clients as well as nurturing and growing existing assigned clients to expand our business in Super Tier I, Tier I and Tier II retail.
As a Client Executive at Fujitsu, you will be responsible for executing a growth strategy to make Fujitsu a preferred partner to retail customers. You will be equipped to explain in detail our broad set of portfolio offerings and build the confidence and trust with our customers that will drive deeper, more meaningful relationships.

A successful Client Executive at Fujitsu focuses on business leaders within their accounts delivering results to them and nurturing a long-lasting relationship. Key decision makers in retail are leaders in Merchandising, Finance, Store Operations, Labor Management, Asset Protection, Digital Transformation, and IT. 

What you’ll do:

• Establish and form a plan to nurture and grow existing customer relationships within assigned accounts.  This includes establishing a clear strategic and operational direction, which our client support, services and solutions delivery resources can align to, and support effectively.
• Identify/uncover new business opportunities through prospecting, networking to decision-makers through partners, collaborators, and industry relationships
• Direct, manage, and lead the strategy of pursuit team members, other Fujitsu resources, and partners throughout the sales cycle
• Work across clients’ organizations in order to understand their business challenges and formulate solutions 
• Focus on moving the needle with respect to the client’s KPIs and showcase the value of Fujitsu capabilities through personalized presentations, demonstrations, and custom business case development
• Own the client relationship throughout the sales process and manage the transition process to the delivery team with clear cadence on communication within the client organization
• Actively participate in Retail events, actively prospecting prior to an event and follow-up with potential customers

What you need to succeed:

• 7+ years of experience in Services and Solution Selling, minimum 5 years selling technology and services to retailers
• Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue experience. Proven success in managing large Retail, CPG and Ecommerce clients and prospects. 
• Experience in a collaborative sales environment with a consistent record of beating quota.
• Experience developing proposals, business cases, and complex sale negotiation is required.
• Ability to develop relationships with clients and internal teams built on trust and credibility
• Ability to work well under pressure, execute results against strategy and meet critical deadlines