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Business Development Manager - Security & Network

Apply now Job no: 506828
Work type: Permanent Full Time
Location: Sydney
Categories: Sales

Fujitsu Australia and New Zealand is focussed on helping its customers with their digital transformation. Our people have access to significant resources to enhance their careers working with interesting technology, an energetic and agile working environment as well as opportunities to learn and grow locally and globally. We partner with our customers to consult, design, build, operate and support business solutions and are recognised as a supplier of choice for leading corporate and government organisations.

What's On Offer?

The purpose of the Sales Specialist (BDM) role is to increase revenue generation and profitability for Fujitsu Australia, specialising in the Security and Network services portfolio.
The successful candidate should be recognisable as an industry specialist for Security Services. He/she will be a subject matter expert and point of reference for other sales resources to work closely with.
The role is responsible for developing, qualifying and closing opportunities across the allocated solution portfolio, within an assigned territory (State based) in existing and new accounts. Specialists work somewhat independently to seek out new opportunities for their portfolio, leveraging Fujitsu experts, consultants and coordinating activities with other Sales Specialist portfolios to maximise complimentary and cross-sell opportunities.


Reports to the State Sales Manager and works in virtual pursuit teams that include Line of Business GMs, Solution Architects, Project Managers, strategic Partners and Fujitsu IT consultants.

New Business Development:
• Ability to lead Security and Network Services initiatives up to $10m plus
• Liaises with Technology partners, chief technologists, and CXO level customer management.
• Works with large Commercial and Government organisations with complex security environments
• Proactive engagement with customers/ prospects to co-create market leading solutions.
• Takes a strategic approach to leveraging Fujitsu and third party resources for sales success.
• Owns the campaign Win Strategy, Competitor Analysis and compliance with Fujitsu sales governance.
• Acquires and develops a comprehensive knowledge and understanding of market trends and competitor offerings in the assigned sales territory and portfolio.

Sales skills/disciplines
• Proven ability to identify, develop and qualify customer needs to win compelling solution sales
• Records accurate and timely forecast information and compliant with Fujitsu governance processes
• Leverages existing Fujitsu customer relationships to cross sell and up sell new LoB solutions.

Compelling Proposals
• Accountable for submission of quality proposals to the customer, ensuring stakeholders are engaged, pricing is accurate, language and Branding are consistent with Fujitsu standards

Negotiating & Commercial
• Manages customer concerns by resolving objections during the negotiation and contractual process in keeping with Fujitsu governance requirements (e.g. Financial/Commercial) are met.

• Owns and leads the plan to develop strong and influential relationships within target organisations.
• Manages virtual teams in a matrix organisational structure, with multiple senior stakeholders.
• Maintains strong internal relationships across Fujitsu to ensure a seamless provision of service.

What Do We Want From You?


• Deep knowledge of IT Security and Networks - Physical and Information Security, including Cyber
• Intimate understanding of Network architectures and Security considerations in a Hybrid IT and Digital Transformation context
• Relationships or experience with Security vendors and suppliers
• A strong network and networking skills.
• 5+ years’ experience in a relevant Sales role, with proven track record of quota achievement
• Excellent interpersonal skills and confidence.
• Strong strategic and conceptual ability, supported by effective communication skills.
• Ability to present, develop & articulate concepts clearly to customers & colleagues
• Ability to work independently or within a team sales/delivery environment
• Innovation and ability to identify business problems and define solutions that have a positive ROI
• Qualification of opportunities, strategic planning and negotiate opportunities through to close of sale
• Experienced in CRM pipeline management and account/opportunity planning methodologies
• Comprehensive understanding of the role IT plays in Digital Transformation, within assigned portfolio
• Collaborates with colleagues and the customer to develop winning, compelling value propositions for opportunities that are relatively complex and where the solution is not always obvious.
• Ensures budgets are managed to protect margins via efficient resource management, offshoring, risk mitigation and back-to-back partnering agreements.
• Has a thorough understanding of the customer’s business drivers, their current and strategic objectives and the market in which they operate (competitors, emerging market developments, etc).
• Will successfully complete relevant vendor partner and Fujitsu internal sales accreditations and demonstrate a deep level of understanding of core offerings in sales specialisation domain(s).
• Responsible for developing and expanding relations with key vendor partners.


Macquarie Park


“At Fujitsu we are committed to provide an inclusive work environment and equal employment opportunity. We encourage applications from people from diverse backgrounds and culture”

"Fujitsu does not accept any unsolicited resumes from head-hunters, executive recruiters, or other staffing or recruitment agencies. Please do not submit or forward any resumes, CVs or profiles to the Fujitsu careers portal, nor to any Fujitsu personnel. Fujitsu will not pay any fees relating to unsolicited resumes."

NB: Applications will be reviewed prior to the closing date; which is dependent on the status of the recruitment process and is subject to change without notice.


Advertised: AUS Eastern Standard Time
Applications close: AUS Eastern Standard Time

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