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.
* A pro-active advocate of diversity and inclusion.
* 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.
* Fluent in Dutch and English speaker
Achieve together
We are Fujitsu. A Japanese company with a strong set of values and a history of respecting fairness and equality, whilst promoting diversity and inclusion. We constantly push ourselves to do more 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 self to work. We call this Be Completely You.
We are inclusive. As a responsible business, it is important to us that we reflect the diversity of our society and customers. Not only are we a certified Disability Confident Leader, a Times Top 50 employer for Women, a Top 75 employer for Social Mobility, accredited with the Living Wage Foundation and a signatory for the Race at Work Charter, but we are also committed to the United Nations standards for LGBT+ and a Stonewall Top 100 Employer.
We are people centric. This means we care about our people (and their families) and appreciate that everyone has a life outside of work. By supporting our people to Work Your Way, we empower them to achieve a flexible and respectful approach to work which suits them and our customers best - this could be working hours, location, or a flexible approach to their working day.
We want you to thrive. If working for a progressive organisation, with an active people-led Inclusive Community, demonstrating our commitment to diversity, equity and inclusion and equity, you belong at Fujitsu. #LifeatFujitsu