Brussels Strategic Sales & Dealmaker BeNe

Job description

At Fujitsu, our purpose is to make the world more sustainable by building trust in society through innovation. Founded in Japan in 1935, Fujitsu has been a pioneer in technology and innovation for decades. Today, as a world-leading digital transformation partner, we are committed to transforming business and society in the digital age. With approximately 130,000 employees across over 50 countries, Fujitsu offers a broad range of products, services, and solutions. We collaborate with our customers to co-create solutions that drive enterprise-wide digitalization while actively working to address social issues and contribute to the United Nations Sustainable Development Goals (SDGs). About The Role The purpose of the Strategic Sales/Deal Maker is to prospect, identify and lead outstanding sales, from qualification to contract signature, usually >€10m TCV. Typically, you will lead one active deal at a time, with advisory input into deals earlier in their sales cycle, that are yet to be qualified. Being truly client-centric and developing a relationship with the client, relevant to a specific deal, that has both breadth and depth, you will develop a detailed understanding of the client’s business and functional requirements. This will enable you to build and lead the right pursuit team, determine a clear, differentiated strategy to win the client’s selection process, negotiate an acceptable contract and sign the deal. This is a fantastic opportunity to join a vibrant, diverse sales team that has client obsession and people excellence at its heart. Roles And Responsibilities Client Centricity Understand and be able to articulate the client’s key business objectives and challenges, across all areas of their business operations, relevant to each deal you identify. Understand the market in which the client operates, together with any applicable local or international regulations. Clearly understand the competitive landscape with the client and the threats that poses to the company. Ghost competitor approaches to the deal and use this to improve our win strategy. Clearly understand the alliance, partner, analyst and advisor landscape with the client and the opportunities that creates, relevant to your deal. Develop a broad set of strong relationships across the whole of the client’s business, which reaches from c-level down into the client organisation, to include client people who are actively coaching. Engage a full range of people to support and grow this relationship, working closely with our account teams. Clearly articulate ‘why’ our company is relevant to the client. Ensure the clients will become an outstandingly positive reference for the company Business Development Identify and target potential clients in the IT sector to generate new business opportunities Develop and maintain relationships with clients, ensuring that their needs are met and exceeded Analyze market trends and identify areas for growth and expansion Create and execute strategic sales plans to meet and exceed revenue targets Negotiate contracts and agreements with clients, ensuring that they align with the company's goals and objectives Stay up-to-date with industry trends and developments to maintain a competitive edge Attend industry events and conferences to network and generate leads Be connected with IT industry associations (eg Agoria, ADM etc). Sales Leadership and Execution Create, lead and inspire bid teams to close deals >€10m - 100m TCV. Lead your teams and stakeholders to be obsessive about the client, the competition and how we win. Deploy techniques such as win strategy workshops, price to win exercises, deal health reviews, and competitive ghosting, to maximise win rate. Close your deals and maximise your win rate beyond 60%. Constantly re-qualify your deals, throughout the sales cycle. Ensure 100% compliance with company governance processes. Ensure accurate monthly sales forecasting and update CRM tools appropriately and in a timely manner. Provide insights to the leadership team for continuous improvement of services and offerings Required Skills And Experience A proven sales person, with a track record of closing deals >€10m TCV. Trustworthy, transparent, ethical and operate with high integrity. Strong understanding of how digital impacts clients, highly client centric. Outstanding communication skills. Relationship building skills, within the client and within the company. Entrepreneurial, innovative and commercially astute. A commitment to environmentally sustainable business practices and decarbonisation. Ideally fluent Flemish, French and English speaker. Relocation Supported: No Visa Sponsorship Approved: No At Fujitsu, we are committed to an inclusive recruitment process that values the diverse backgrounds and experiences of all applicants. We believe that hiring people from a wide variety of backgrounds makes us stronger, not because it's the right thing to do, but because it allows us to draw on a wider range of perspectives and life experiences. #Europe_Priority Copyright 1995 - 2024 Fujitsu Cookie Consent Manager When you visit any website, it may store or retrieve information on your browser, mostly in the form of cookies. Because we respect your right to privacy, you can choose not to allow some types of cookies. However, blocking some types of cookies may impact your experience of the site and the services we are able to offer. Required Cookies These cookies are required to use this website and can't be turned off. Required Cookies Required Cookies Provider Description Enabled SAP as service provider We use the following session cookies, which are all required to enable the website to function: "route" is used for session stickiness "careerSiteCompanyId" is used to send the request to the correct data center "JSESSIONID" is placed on the visitor's device during the session so the server can identify the visitor "Load balancer cookie" (actual cookie name may vary) prevents a visitor from bouncing from one instance to another Cookies from provider SAPasserviceprovider are required and cannot be turned off Functional Cookies These cookies provide a better customer experience on this site, such as by remembering your login details, optimizing video performance, or providing us with information about how our site is used. You may freely choose to accept or decline these cookies at any time. Note that certain functionalities that these third-parties make available may be impacted if you do not accept these cookies. Consent to all Functional Cookies Functional Cookies Provider Description Enabled YouTube YouTube is a video-sharing service where users can create their own profile, upload videos, watch, like, and comment on videos. Opting out of YouTube cookies will disable your ability to watch or interact with YouTube videos. Cookie Policy Privacy Policy Terms and Conditions Consent to cookies from provider YouTube