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Director, Business Development

Department: Sales
Location:

The Director of Business Development is part of the Sales Leadership Team that leads the development and execution of Fujitsu’s ISV, Systems Integrator and ScanSnap partner strategy. This role will own and drive the strategic direction of the business development team.  The Director of Business Development will own some of the strategic relationships as well as lead the team focused on our platform partners.

The Director of Business Development's primary mission is to develop and lead cross-functional team.  This team programmatically identifies, analyzes, prioritizes, strategizes and project-manages the recruitment and management of partners that influence and generate revenue for all of Fujitsu’s products and services.

The Director of Business Development will focus on our Industry ISV Partners and Platform Partners: These partners fall into several categories:

  1. Industry ISV Partners: Include ISV partners in HealthCare, Financial Services, Education and Retail
  2. Platform Partners: Organizations like Microsoft, BOX, Amazon, Google, UiPath, Automation Anywhere that offer Platforms that are empowered by Fujitsu Solutions will be managed by this group
  3. MFP – OEM Partners that bring office products to market that are complemented by Fujitsu products
  4. Systems Integrators: (a) Sell through and with System Integrators that integrate, market, and sell Fujitsu products to their respective clients
  5. Technology Partners (Integration): (a) Partners that allow integration and co-market that integration to their partners; including PS IP, PS Capture Pro, NX Manager, EdgeXperience and ScanSnap
  6. Technology partners (Referral): (a) Partners that have qualified “off-the-shelf” FCPA products with their solutions and refer to 3rd party resellers to purchase. 

RESPONSIBILITIES: This role is a Manager role. In this role, the Director of Business Development will manage a team that is responsible for:

  1. Establish and execute cross-functional teams and programs that achieve Fujitsu’s overall goals and objectives.
  2. Identify, prioritize and lead recruitment efforts to win and onboard new strategic partners.
  3. Drive demand, as measured by pipeline opportunities to be managed by channel partners, insides sales or account managers.
  4. Negotiate and manage contracts between Fujitsu and partners.
  5. Evangelize Fujitsu’s value proposition and competitive differentiation to multiple organizational levels (including Executives) of Fujitsu’s target partners.
  6. Gather information about the prospective strategic partners, as a means for establishing a sound strategy and related tactics.
  7. Influence the development and deployment of strategic partners’ product offerings using Fujitsu technologies.
  8. Work with marketing and sales to develop partnerships that increase Fujitsu’s market demand for scanners and software.
  9. Orchestrate Fujitsu resources in support of Strategic Partner objectives.
  10. Maintain a high level of knowledge of Fujitsu’s products and product road maps, as well as that of the competition and prospective strategic partners.
  11. Lead the teams ensuring that we are leading with a moral compass and making business decisions that are in the best interest of Fujitsu and PFU.
  12. 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.
  13. Understand the business drivers for all targeted verticals (for example – Retail, Financial Services, Construction, Manufacturing, Healthcare, Legal, and others as identified by FCPA management) and be able to articulate a bi-directional value to both FCPA and our partners.
  14. Defining and articulating Fujitsu's value proposition for our partners
  15. Developing partner engagement strategies to maximize revenue potential for FCPA
  16. 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 partners.

ADDITIONAL DUTIES AS ASSIGNED: Initiates special projects and programs at the request of senior leadership including the Vice Presidents, CFO, and CEO. Receives objectives, assignments, and guidelines from this leadership team and exercises discretion in their implementation, maintaining confidentiality in all matters as directed.

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