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New Zealand


Solutions Sales Specialist

Apply now Job no: 27600
Work type: Permanent Full Time
Location: Auckland
Categories: Information Technology

Fujitsu is a world leader in IT and Digital Transformation services, and in New Zealand and Australia, we have an outstanding reputation in the enterprise and government market-spaces in which we operate.

We seek another Solution Sales Specialist to join our team. The successful candidate will be responsible for developing, qualifying and closing opportunities across our solutions / services portfolios, working somewhat independently to seek out the new opportunities, leveraging Fujitsu experts, consultants and coordinating activities with other Solutions Sales Specialists. Portfolios include:

  • Hybrid IT – as-a-Service solutions, Projects and Managed Services outsourcing
  • Digital Solutions – IoT, Business Process, Digital Media, Analytics, Apps Dev and SI
  • Digital Mobile Workplace – Virtual Desktop, Managed Mobile and End User Services
  • Enterprise Applications – EAM, CRM, SharePoint and/or Public Safety solutions
  • Application Managed Services - AMS and Apps Modernisation/ Transformation



Reporting to the General Manager, Sales - NZ, you will work in virtual pursuit teams that include Line of Business GMs, Solution Architects, Project Managers, strategic Partners and Fujitsu business consultants. Key responsibilities include:

New Business Development

  • Proactive engagement with customers and prospects to co-create innovative solutions.
  • Takes a strategic approach to leveraging Fujitsu and third party resources for sales success.
  • Owns the campaign Win Strategy, Competitor Analysis and compliance with Fujitsu sales governance.
  • Acquires and develops a comprehensive knowledge and understanding of market trends and competitor offerings in the assigned sales territory and portfolio.

Sales skills/disciplines

  • Proven ability to identify, develop and qualify customer needs to develop compelling persuasive cases with solution experts to win the opportunity.
  • Records accurate and timely information against customer calls and is compliant with Fujitsu’s sales governance process.
  • Leverages existing Fujitsu customer relationships to cross sell and up sell new LoB solutions.

Compelling Proposals

  • Accountable for submission of quality proposals to the customer, ensuring stakeholders are engaged, pricing is accurate, language and Branding are consistent with Fujitsu standards

Negotiating & Commercial

  • Manages customer concerns by resolving objections during the negotiation and contractual process in keeping with Fujitsu governance requirements (e.g. Financial/Commercial) are met.


  • Owns and leads the plan to develop strong and influential relationships within target organisations.
  • Maintains strong internal relationships across Fujitsu to ensure a seamless provision of service.
  • Leads virtual bid teams with strategic insights and delegates tasks where appropriate



To be successful in this role, you will need to have:

  • 5+ years’ experience in a relevant Sales role, with proven track record of quota achievement
  • Excellent interpersonal skills and confidence.
  • Strong strategic and conceptual ability, supported by effective communication skills.
  • Ability to present, develop & articulate concepts clearly to customers & colleagues
  • Ability to work independently or within a team sales/delivery environment
  • Innovation and ability to identify business problems and define solutions that have a positive ROI
  • The ability to qualify opportunities, plan strategically and negotiate opportunities through to close of sale
  • Experience in CRM pipeline management and account/opportunity planning methodologies
  • Comprehensive understanding of the role IT plays in Digital Transformation, within assigned portfolio
  • The willingness to collaborate with colleagues and the customer to develop winning, compelling value propositions for opportunities that are relatively complex and where the solution is not always obvious.
  • The ability to ensure budgets are managed to protect margins via efficient resource management, offshoring, risk mitigation and back-to-back partnering agreements.
  • A thorough understanding of the customer’s business drivers, their current and strategic objectives and the market in which they operate (competitors, emerging market developments, etc).
  • The willingness and ability to successfully complete relevant vendor partner and Fujitsu internal sales accreditations and demonstrate a deep level of understanding of core offerings in sales specialisation domain(s).
  • Responsibility for developing and expanding relations with key vendor partners.

If you believe you fit well with the above criteria and think you can make a real impact, then we'd like to hear from you today. Apply now using the link provided, or for more information please contact Malcolm Dow, Recruitment Manager, on 04-890-9577.

Advertised: New Zealand Standard Time
Applications close:

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