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PFU America, Inc.

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PFU America, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity including transitioning into their gender identity, expression or perception of gender identity, or any other characteristic protected by federal, state or local laws.

Business Development Manager, Legal & Accounting

Department: Sales

PFU America, Inc., a Fujitsu company, is an established leader in the Document Imaging industry, delivering innovative scanning solutions and services that enable our customers to solve critical business productivity issues and streamline operations.

We provide scanners and scanner maintenance services, through 3 U.S. based distribution partner resellers and software partners. As an overseas subsidiary of Fujitsu Ltd., the company benefits from the Fujitsu Ltd. annual investment in Research & Development by translating Fujitsu innovative technologies into products and solutions for the U.S. marketplace. The company is responsible for distribution sales and marketing, finance and administration, engineering, and technical support for the Fujitsu document imaging scanner business.

We seeking a Business Development Manager who will manage our ISV (software) partner ecosystem, identify and create partnerships with net-new ISV prospects and position products to achieve revenue potential for PAI and partner companies within Professional Services verticals. Facilitate bi-directional communication between PAI and partners. Develop strategies and execute the strategy to facilitate revenue potential for PAI’s hardware and software products. This position requires direct face to face interaction with partners and end users; minimum of 50% of the time.


  • The Business Development Manager will identify and recruit net-new partners and create a vision that showcases the value of partnering with PAI and define the value proposition for both.
  • Create mutually agreed upon business objectives that clearly define partnership goals with measurable outcomes.
  • Execute a “Go-to-Market” strategy with partners to build awareness around the collaborative solution to create opportunities and drive revenue.
  • Introduce new partnership opportunities to PAI and position these products for ISV support or potential OEM sales engagements.
  • The BDM will collaborate with a partner’s sales, support, marketing and integration teams and leverage internal PAI teams, as needed, to position the combined solution to both new and existing customers.
  • Be flexible enough to understand key business drivers for all targeted verticals but focus on Professional Services (Accounting, Legal, Insurance, and Wealth Management). Then, be able to articulate a bi-directional value to both PAI and its partners.
  • Must have the ability to plan, coordinate, and participate in various industry events and conferences for the purpose of creating exposure for the PAI brand, engage key ISV partners and end-users to discover and qualify revenue producing opportunities and surface opportunities to the PAI sales team.


EXPERIENCE: 4 years’ experience in sales, business development, or marketing in a business environment/high tech industry with inside sales exposure. Trade show presentation experience required.

EDUCATION: Bachelor’s degree in Business Administration, Marketing/Advertising or related field.


  • Knowledge: Ability to Analyze market and reporting data to understand trends relating to partners, sales channels and vertical markets and be able to communicate those findings (along with recommendations) to management.
  • Skills: Excellent organizational planning and prioritization skills; excellent negotiation and interpersonal skills; Excellent verbal and written communication skills.
  • Abilities: Ability to present to press outlets; work independently as well as within a team environment; ability to influence and persuade others to achieve desired outcomes; ability to organize and manage multiple priorities.
  • Heavy customer and partner alliance, in person interaction is required. The candidate must have excellent presentation skills, ability to showcase how partner solutions benefit from Fujitsu products and represent Fujitsu in a practiced and professional manner.

All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, genetics, disability, age or veteran status.

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