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Sales Engineer

Department: FCPA - Sales

Welcome to Fujitsu Computer Products of America, Fujitsuís document scanning solution and high-performance computer peripherals division, a subsidiary of PFU America, Inc. Together with our Japan-based R&D team, North American-based sales engineers 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 the 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.

We are hiring for a Sales Engineer. This role is to fully understand a prospectís business problem and construct a solution leveraging Fujitsu scanners and software products. The Solutions Architect exhibits sales and business acumen, operates independently in pre-sales activities, and has the proven ability to quickly understand business problems.

Major Responsibilities: 

Prospect and Customer Facing

  • Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
  • Provide aid to Sales Account Managers on technical specifications of RFI/RFPs.
  • Engage with the sales representative and prospect to ensure a prospectís business needs can be addressed with the appropriate Fujitsu scanners and software capabilities.
  • Listen, understand, and analyze the prospectís business requirements and compose, validate, and present the best possible Fujitsu scanner and software solution.
  • Create demos and POCs showcasing Fujitsu scanner and software technologies.
  • Establish trusted relationships with customers and prospects and understand their objectives.
  • Solicit and provide product feedback from customers and prospects.
  • Participate in meetings and conferences with customers and partners to provide technical expertise on the Fujitsuís scanner and software technology for capture.
  • Independently run and own opportunities from technical point of view.
  • Be an evangelist for Fujitsu scanners and related software.
  • Development and presentation of training packages for customers.

Internal Facing

  • Engage with multiple departments to participate in the authoring of early stage marketing materials (presentations, solution white papers, customer success stories, and marketing slicks) and related business solution demonstration scenarios that highlight capture solutions implemented around Fujitsu scanners and technology.
  • Maintain alignment with Marketing and Product Management of existing and future platform capabilities and help drive product innovation.
  • Keep up to date with any new solutions across the business lines.
  • Understand functionality and interoperability of solution components.
  • Collect and communicate competitive intelligence from the field.
  • Be a Go-To Person on competitive information for products and verticals
  • Exchange best practices and share knowledge.


      Educational/Work Experience:

  • BS, Computer Science or equivalent.
  • 5 years of experience with scanners and capture software
  • Experience with networking technology including LDAP, Windows Server OS.
  • History of working with end users with a proven record of problem resolution and experience as a Solutions Analyst or Sales Engineer.
  • Willingness to travel on average 50%. Occasional weekend travel required.

Customer Oriented Skills/Abilities:

  • Customer focus. Able to listen and analyze a prospectís requirements and present a compelling business value solution.
  • Able to work independently and multi-task while managing multiple customers at a time.
  • Strong trouble shooting, fault isolation and problem resolution skills.  
  • Strong communication and presentation skills. Must be able to effectively communicate with all individuals that are highly technical as well as non-technical scanner operators and decision makers.

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