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Client Director

2 months ago

Melbourne, Victoria, Australia Fujitsu Full time

About the Role:

We are seeking a highly motivated and experienced Client Director to lead our sales efforts in the public domain. As a key member of our team, you will be responsible for generating and engaging new business partnerships, working closely with our Senior Technical Pre-Sales Consultant and the ServiceNow team to close licensing and consulting deals.

Main Responsibilities:

  • Develop and execute a comprehensive sales strategy for the designated territory, encompassing a targeted prospect list and a regional sales plan.
  • Identify and qualify prospective clients, ensuring alignment with business objectives and the regional market.
  • Establish and maintain trusted advisor status with customers by comprehensively understanding their current and future IT roadmap, facilitating the integration of ServiceNow solutions into the market.
  • Drive prospect qualification and foster the development of new sales opportunities, ensuring the creation of sustained revenue streams.
  • Organize and conduct initial Executive and CxO discussions, and positioning meetings, and lead the sales process from initiation to closure.
  • Implement ongoing account management practices to guarantee customer satisfaction and identify avenues for additional revenue streams.
  • Collaborate with internal teams to ensure effective coordination in delivering exceptional service.
  • Prepare and deliver compelling bids, tenders, and capability presentations that showcase Fujitsu's expertise and value proposition.
  • Collaborate with ServiceNow Vendor Account Executives to identify and pursue new opportunities, fostering partnerships for implementations and projects.
  • Take the lead in initiating and securing new business relationships, focusing on acquiring new logos to expand the client portfolio.

Requirements:

  • Proven success in leading sales dedicated to cloud-based SaaS/PaaS technology platforms ideally across Government and Defence.
  • A balanced approach to platform licensing sales and consulting services deals, and demonstrated success in both areas while achieving great customer ROI.
  • Ability to engage a C level to GM of IT, HR, Facilities, Marketing, Legal etc., in demonstrating our business values across the ServiceNow platform.
  • Record of achieving targets/budgets/P&L associated with the roles remit.
  • Experience and interest in working within the ServiceNow ecosystem.
  • Solid understanding of the project delivery lifecycle and processes to ensure effective project management and client satisfaction.
  • Strong interpersonal skills and ability to work well with all staff · Consultative and analytical approach.

About Fujitsu:

We are an organisation with a strong set of values and a history of respecting fairness and equality, whilst promoting diversity, equity and inclusion. We constantly push ourselves to do better and strive to bring together a diverse mix of perspectives and talents in an inclusive environment, where we encourage our people to bring their full selves to work.

  • We put people first. We believe in the power of diversity to drive innovation and our AWEI Gold Employer status and Rainbow Tick certification for LGBTI+ inclusion show that we value an inclusive culture.
  • We offer tailored career paths across our global organisation to support your professional and personal growth.
  • We have an excellent reputation across the region and globally.
  • We live our values of aspiration, trust and empathy, all day, every day.