Sales Specialist - SAP

Fujitsu America is an Elite SAP partner and is looking for a motivated Sales professional with a proven track record to join our growing team. This individual will be responsible for seeking and securing new business for Fujitsu’s SAP practice within North America, targeting new and existing Fujitsu customers.

You will work as part of a collaborative, cross functional team working with Fujitsu Sales, Alliance/Partner , Delivery as well as our global SAP teams to grow Fujitsu’s SAP business.

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

The successful candidate will have strong knowledge of SAP including their solution portfolio, customer programs, etc.  They will have a track record of success, collaborating across an organization to support customers throughout their buying cycle to secure business, and be comfortable and confident articulating the Fujitsu & SAP value to customers at all levels including the CXO Suite. 

In return, 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. This positions compensation package includes a base salary, with a variable component tied to key measures including; Total Contract Value, In-Year Revenue and Total Contract Margin; and is eligible for accelerators when over achievement of targets occurs.

To know more about Fujitsu SAP practice in the US, visit https://www.fujitsu.com/global/microsite/SAP/ – a company known for its innovation, empathy, and commitment to learning, development and work/life balance!

Responsibilities:

• Generate pipeline, seek and secure new SAP-related business – this includes Services (Implementation, Consulting and Support) and SAP Software  Licenses/Subscriptions
• Leverage existing customers and partner relationships to expand qualified SAP pipeline and shape new opportunities.
• Own and manage the business development and sales process from start to finish; providing transparency to the customer and colleagues for continuity and efficacy.
• 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.
• Collaborate and interact with our SAP Practice, Alliance/Partner and Industry Sales Teams - this includes sales enablement, education, training and pursuit planning.
• As an SAP expert, provide thought-leadership in the market and evangelize Fujitsu and our SAP offerings’ 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 regional and global teams to develop a clear, differentiated value proposition with offerings, capabilities, and programs that drive positive business results in the marketplace.
• Participate as needed in regional or local marketing events in partnership with the Practice, Sales, Marketing and Alliances.
• Develop strong working relationships, externally with Customers, Partners, Industry Leaders, SAP stakeholders; and internally within Fujitsu – Account Teams, Alliance Leads, Delivery Teams.
• Actively participate in the continuous improvement of our sales operations including go-to market initiatives, innovating our offerings and our overall sales strategy.
• Travel is required to support customer & team engagements, estimate 30-50% of time

Key results

• Generate qualified pipeline, develop and secure new SAP business for Fujitsu North America.
• Primary focus is new logo growth, with a secondary focus on identifying new SAP opportunities within Fujitsu’s existing customer base.
• Achieve market growth in areas defined by the business within North America and Globally.

Qualifications:

• Minimum 10 years of experience with a demonstrated track record for sales and business development success
• Solid record of annual quota attainment
• Net new customer track record with success
• Ability to articulate Industry based SAP solutions and offerings’ value propositions aligned to customer priorities.
• 5+ years of business development experience: net new customer track record with success
• Skilled in leveraging sales methods such as Business Value Assessments, Provocation as well as other sales techniques, for creat