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Business Development Manager - Data Centre Services

Apply now Job no: 26974
Work type: Permanent Full Time
Location: Melbourne
Categories: Sales

Fujitsu Australia and New Zealand is focussed on helping its customers with their digital transformation. Our people have access to significant resources to enhance their careers working with interesting technology, an energetic and agile working environment as well as opportunities to learn and grow locally and globally. We partner with our customers to consult, design, build, operate and support business solutions and are recognised as a supplier of choice for leading corporate and government organisations.

What's On Offer?
This role will be responsible for reaching sales targets, building customer and internal relationships, and implementing strategic sales plans for Data Centres Services to retain and extend the Fujitsu customer base. Specialists work somewhat independently to seek out new opportunities for their portfolio, leveraging Fujitsu experts, consultants and coordinating activities with other Sales Specialist portfolios.


  • Develop strategic sales plans and qualify target customer markets and segments to apply Data Centres Services and solutions.
  • Understand customer needs and help develop Data Centres Services which leverage Fujitsu facilities to increase share of wallet with existing customers and win new opportunities /accounts.
  • Develop, qualify and close Data Centres Services sales opportunities
  • Understand the market and competition trends so as to provide input and influence customer decisions.
  • Submit and articulate quality proposals to customers, ensuring internal Fujitsu stakeholders are fully engaged, costing and pricing is accurate that reflects true value of the Fujitsu solutions.
  • Ensure language and branding are consistent with Fujitsu standards and governance requirements e.g. Legal/Commercial are fulfilled.
  • Creates and maintains Sales Territory / Campaign plans.
  • Record accurate and timely information against customer calls and key players in corporate systems.
  • Strategically managing customer concerns by resolving objections during the negotiation and contractual process collaborating with Legal/Commercial and Finance ensuring opportunities are realised.
  • Building a Data Centres Services pipeline and providing data for monthly sales forecasting to line management.
  • Maintaining strong internal relationships across Fujitsu ensuring a seamless provision of services to deliver contracted capability or solutions.
  • Pro-Actively work with the offerings team to ensure Fujitsu offerings are aligned to customer requirements.
  • Actively engaging vendors in search for new Offerings and new market analysis and prospects.

What Do We Want From You? 

  • 5+ years of proven sales experience.
  • Experience and strong knowledge of data centre services and infrastructure solutions.
  • Relationships or experience with Data Centre infrastructure vendors and suppliers
  • Strong network and networking skills.
  • Excellent interpersonal skills and confidence.
  • Strong, Strategic and Conceptual ability.
  • Moderate ability to manage others.
  • In depth knowledge of a technology/service or technology/service of a sector.
  • Has effective working relationship with board level customers, IT management and Fujitsu sales and project management staff.
  • Experienced in a wide range of technology areas and all areas of the solution life cycle.
  • IT experience in a specialist role.



“At Fujitsu we are committed to provide an inclusive work environment and equal employment opportunity. We encourage applications from people from diverse backgrounds and culture”

"Fujitsu does not accept any unsolicited resumes from head-hunters, executive recruiters, or other staffing or recruitment agencies. Please do not submit or forward any resumes, CVs or profiles to the Fujitsu careers portal, nor to any Fujitsu personnel. Fujitsu will not pay any fees relating to unsolicited resumes."

NB: Applications will be reviewed prior to the closing date; which is dependent on the status of the recruitment process and is subject to change without notice.

Advertised: AUS Eastern Standard Time
Applications close: AUS Eastern Standard Time

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