Client Director

4 weeks ago

Canberra, Australia Fujitsu Full time

About Us:

We are Fujitsu

We use technology to make happier lives. We are a global leader in technology and business solutions that transform organisations and the world around us. We have a long heritage of bringing innovation and expertise, continuously working to contribute to the growth of society and our customers.

Role Summary:

Our Client Director at Enable leads initiatives to generate and engage new business partnerships across the SMB, Enterprise, and Government verticals. You will play a key role in leading the sales efforts into existing ServiceNow customers as well as developing new business relationships - the role will work closely with both our Senior Technical Pre-Sales Consultant & the ServiceNow team to close both licensing and consulting deals.

Were looking for a self-motivated candidate who is passionate and understands the Digital & Technology landscape/trends.

Main Responsibilities:

  • Formulate and execute a comprehensive sales strategy for the designated territory (Canberra), 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 Enables 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.

Required Skills:

  • 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 - would be nice to have.
  • 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

Why 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.
  • 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.

  • 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.

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