Head of Customer, Defence

Head of Customer, Defence and National Security

We are Fujitsu

Fujitsu has been a trusted partner to the Australian Defence Force for more than four decades, delivering mission critical ICT capabilities that enable Defence to defend, fight and win in a digital age.

This senior sales and relationship leadership role will shape the strategic direction of Fujitsus Defence and National Security portfolio across Australia and New Zealand, ensuring our capabilities are aligned with sovereign priorities, the Defence Strategic Review and AUKUS commitments.

About the Role:

Based in Canberra, the Head of Customer, Defence and National Security will be a proven sales leader with industry acumen and a strong relationship network across Defence.

Experienced in engaging senior Defence leadership, you will represent Fujitsu at the highest levels of command, influencing strategic priorities and operational outcomes. Leading multi-disciplinary teams operating across every Defence base in Australia you will drive capture of major Defence programs and ensure delivery excellence across a diverse and high stakes portfolio.

Responsibilities:

This is a role for a motivated sales and relationship leader who thrives in complexity, influences at the highest levels and wants to make a tangible impact on Australias sovereign defence capability.

• Set and execute the strategic direction for Fujitsus Defence and National Security portfolio across Oceania.
• Lead and inspire sales and relationship engagement across a geographically dispersed customer and teams.
• Engage with senior Defence and National Security leaders to shape capability roadmaps and acquisition strategies.
• Drive growth through winning and leading strategic capture and bid activities for major Defence programs.
• Work closely with our delivery team to ensure service performance meets contractual, operational and customer expectations.
• Represent Fujitsu in national industry forums, sovereign capability working groups and AUKUS related initiatives.
• Partner with primes, SMEs and academia to enhance Fujitsus role in the Defence ecosystem.
• Integrate alliance and enterprise business tools including Microsoft, AWS SAP and ServiceNow into strategic decision making to improve portfolio insight and performance.
• Be a highly visible advocate for Fujitsus scale, capability and heritage every time we engage with industry and clients.

Qualifications and Experience:

• Active high level Australian security clearance.
• Canberra based or willing to relocate.
• 10-years or more experience in Defence, National Security or a closely related sector with proven senior leadership responsibility.
• Track record of leading multi-disciplinary teams across diverse national portfolios.
• Proven success in winning, delivering and sustaining Defence projects, programs of work and complex contracts.
• Deep understanding of sovereign capability priorities, Defence procurement frameworks and industry policy
• Strong commercial acumen with the ability to improve account value and profitability.
• Proficiency with enterprise tools such as SAP and Salesforce, with the ability to leverage them for portfolio optimisation.

Why Fujitsu?

We are an organization 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 call this Be Completely You.

• We put people first. We believe in the power of diversity to drive innovation and our Work180 accreditation, AWEI (Australian Workplace Equality Index) 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 organization to support your professional and personal growth.
• Our customers trust us. We have an excellent reputation across the region and globally.
• Best in-class reward and recognition programs flexible work, volunteering leave, and more.
• We live our values of aspiration, trust, and empathy, all day, every day.

As an inclusive employer, Fujitsu aims to recruit a diverse range of talents to help us achieve our purpose. In line with our diversity, equity, and inclusion strategy, we welcome applications from women and gender-diverse people; Aboriginal and Torres Strait Islander people; Māori and Pacific people; LGBTI+ people; people with a disability; culturally and linguistically diverse people; and veterans and emergency responders. Transgender and gender-diverse applicants can request a copy of our Frequently Asked Questions to assist with the recruitment journey by emailing

If you don't tick every box in this job description, please don't rule yourself out. Research suggests that women and other people in underrepresented groups tend to only apply if they meet every requirement. We focus on hiring people who value inclusion, collaboration, adaptability, courage, and integrity, rather than ticking boxes so if this resonates with you, then please apply. For more information, please email

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