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Strategic Alliances Manager, MFP

Department: FCPA - Sales
Location: Sunnyvale, CA

Major Responsibilities: 

Welcome to Fujitsu Computer Products of America, Fujitsu’s document scanning solution and high-performance computer peripherals division. Together with our Japan-based R&D team, North American-based solutions architects and extensive partner network, we help individuals and organizations realize their full digital potential by working more efficiently, making workflows more reliable and speeding up data processing.

We are also the proud creators of Happy Hacking Keyboard (HHKB), which strives to be the best performing, highest quality and most satisfying line of keyboards on the planet. Born from Professor Wada’s vision of a perfect computer keyboard, HHKB has become the go-to digital companion for programmers, gamers, hackers and high-performance keyboard enthusiasts over the past 25 years.

While our headquarters is based in the heart of Silicon Valley in Sunnyvale, CA, our teams do great work from just about anywhere. We offer excellent benefits and an inclusive culture that rewards hard work and teamwork, encourages intellectual growth and celebrates diversity.  

Essential functions/duties:

  • In this role, the Strategic Alliances Manager, MFP will assist in developing and executing the “Go-to-Market” strategy for the introduction of all FCPA products (but focusing on f-7300NX and NX Manager) into the MFP vertical.
  • The Strategic Alliances Manager: MFP will collaborate with Pre-Sales, sales, support, marketing and integration teams from FCPA and MFP partners, to position the Fujitsu Solutions to both new and existing customers.
  • The Strategic Alliances Manager: MFP should have both technical and sales skills to be able to work with MFP partners Sales and Implementation teams to execute end to end Fujitsu Solutions.
  • Have the ability to create an executable business plan that incorporates key strategies that maximize success in developing our MFP partners that leads to revenue potential for FCPA.
  • Be flexible enough to understand the important business drivers for all targeted verticals (for example – Healthcare, Legal, Fed-State-Local governments {and others as identified by FCPA management}) and be able to articulate a bi-directional value to both FCPA and its MFP partners.
  • Must also have the ability to plan, coordinate, and participate in various MFP partner events and conferences for the purpose of creating exposure for the FCPA brand and to engage end-users to discover and qualify revenue producing opportunities.
  • Create a “go-to” mentality set with our MFP partners so that Fujitsu Solutions opportunities are surfaced before or in place of competitive solutions.

Marginal functions/duties:

  • This role will involve defining and articulating Fujitsu's value proposition for our MFP partners
  • Developing partner engagement strategies to maximize revenue potential for FCPA
  • Communication with FCPA management relating to daily activities, feedback regarding competitive products, product enhancement and other pertinent information relating to maximizing our engagement and sales efforts with our MFP partners.


     Educational/Work Experience:

  • B.S. degree or exceptional experience in similar role, 3-5 years’ experience in sales, marketing or other aspects of ECM  / IT solutions
  • Work related experience in the MFP vertical: Sales, Professional Services or implementation services
  • Demonstrated technical background in IT products
  • Must be willing to travel at least 50+% of the time with this position


  • Candidate should have an outgoing personality with a self-motivated drive to succeed in a highly competitive environment.
  • The candidate must have a technical understanding of enterprise content management and working knowledge of the MFP and IT marketplace.
  • Should also have skills in documenting and communicating complex topics, experience with problem solving and resolution, and have strong project management experience to coordinate and execute sales and revenue driven programs.
  • This position requires a forward thinker who can formulate strategic engagement methodologies based on new partner projects and initiatives within an ever-changing market.
  • The candidate must be capable of working independently and has the ability to present prescient content related to driving revenue to executive level members within Fujitsu.
  • Analyze market and reporting data to understand trends relating to partners, channels and verticals and be able to communicate those findings (along with recommendations) to management.
  • Heavy customer and partner alliance interaction is required. The candidate must be an excellent presenter, evangelist, and represent Fujitsu in a positive manner to partners, customers and competitors.
  • Results oriented while being a team player with the ability to work with various departments within an organization.
  • Experience using

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