Client Executive - Japanese Originated Customers - Manufacturing Industry

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 th