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State & Local Government Contract Specialist

Department: FCPA - Sales
Location: Sunnyvale, CA

Fujitsu Computer Products of America, Inc. (FCPA) 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 4 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.

FCPA is looking for a Sales Government Contract Specialist where you responsible for managing contracts in the State, Local and Education (SLED) space by identifying government contracts and purchasing agreements that will help drive and close opportunities with FCPA.

Major Responsibilities:


  • Manage contract process and assist with government sales strategy by researching, developing and implementing new procurement vehicles.
  • Assist with Request for Proposals (RFP), Request for Quotes (RFQ) and/or Request for Information (RFI) support focused on progressing deals and securing wins.
  • Work closely with the Sales team, Legal and Procurement to ensure compliance according to the company’s policies and procedures.
  •  Work closely and collaboratively with internal and external customers regarding contract terms, pricing and processes.
  • Oversee Fujitsu authorizations for partners requiring letters of authorization to market and sell FCPA products and services to public sector;
  • Engage with Government Sales teams within the Fujitsu partner eco-system of partners; DMRs, National Accounts, VARs focused on public sector accounts;
  • Manage GSA LOS (Letter of Supply);
  • Identify opportunities for partners to pursue solutions within the Public sector, develop use cases with marketing to increase FCPA relevance to the market;
  • Analyze Point of Sale (POS) reports to seek trends, new revenue opportunities, and new partnerships within the public sector;
  •  Serve as the point of contact for contract issues, disputes, and renewals.
  • Manage accounts using FCPA customer relationship management system (;
  • Engage assigned accounts frequently to increase year of year revenue and expand into new end-user clients.

Educational/Work Experience:

  • Bachelor's degree in Business Administration, Sales and Marketing or related field of study.
  • Minimum of 5 – 8 years of experience in Procurement/Purchasing contracts, negotiation and administration of various government and commercial contracts and agreements.
  • Knowledge of best in class sourcing and procurement tools and techniques. Assisting in new business and sales pursuit and associated contract strategy.


  • Knowledge: Excel, Word, PPT and Outlook required; excellent business acumen and critical thinking; problem analysis and problem resolution experience at both a strategic and functional level.
  • Skills: Excellent interpersonal and communication skills; strong report writing, negotiation and presentation skills; familiarity with sales training desirable.
  • Abilities: Ability to organize and manage multiple priorities; demonstrated ability to lead people and get results through others, with the ability to work with a variety of different personalities; capable of maintaining an effective use of resources.


More information about FCPA:

Fujitsu Scanner Website:

Fujitsu Scanner Parts, Consumables, and ScanAid Kits Website:




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