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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.

Sales Account Manager - Western/Rocky Mountain Region

Department: Sales

Welcome to PFU 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 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.

Learn more about PAI here:

We are looking for a Sales Account Manager to cover part of the western US.


  • Responsible for prospecting hardware and net new service opportunities to drive revenue through the channel and achieve assigned quotas for products, services, and software.
  • Engage accounts within assigned territory frequently to increase YOY revenue and expand into new end-user clients, gain and manage relationships with executive level personnel and decision makers.
  • “Know Your Customer” initiatives must be met or exceeded and on time including accurate and timely updates
  • Manage both end user and reseller accounts and sales opportunities using our customer relationship management system (Salesforce)
  • Maintain our CRM database in regards to current deals, track account activity and provide accurate forecasts to management, accurately reporting on opportunities from discovery to closure.
  • Creates, fills-in and manages pipeline for deals with partners and transforms potential leads into joint end user sales activities and pursuits for partners
  • Identify new approaches to messaging Fujitsu’s unique value proposition and recruiting the partner sales and marketing teams to communicate that message to its customers, solutions sales
  • Identify tactics to expand opportunities to include additional SKUs, including service and additional hardware/software
  • Work within the partner’s eco system to align with other technologies that can be part of an overall solution to increase revenue and margin for partners
  • Increase overall wallet through partners by expanding into their portfolio of customers by gaining mindshare with the sales and marketing teams, establishes professional working, teaming and consultative relationships with partners
  • Leverages other resources and team members including Sales Engineering, Service Sales, Business Development and channel partners to ensure solutions meet or exceed customer goals and requirements.
  • High level of daily activities: prospecting, cold calling, demonstrations, teamwork, pipeline creation, opportunity follow up, accurate and timely updates of Salesforce.
  • Establish and execute account plans to promote sales growth
  • Establishes relationship with partners at all organization levels including senior executives
  • Recruit and develop business relationships with new reseller partners
  • Executes programs with reseller partners including MDF, promotional activities, etc.
  • Analyze POS data to identify trends and future growth areas

ADDITIONAL DUTIES AS ASSIGNED: Educates and updates both end users and reseller partners on Fujitsu products, services, and/or solutions. May be brought in by partners to sell to end customers; conducts transactional and relationship selling duties while working within a team of selling professionals.

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