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Business Development Manager

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.

See more here:

http://www.fujitsu.com/global

http://www.fujitsu.com/us/about/local/corporate/subsidiaries/fcpa/about/

Fujitsu Scanner Website: http://www.fujitsu.com/us/about/platforms/fcpa/home

Fujitsu Scanner Parts, Consumables, and ScanAid Kits Website: https://fujitsuscannerstore.com/parts-consumables/

We seeking a Business Development Manager who will manage our ISV partner ecosystem, identify and create partnerships with net-new ISV prospects and position products to achieve revenue potential for FCPA and partner companies within named key verticals. Facilitate bi-directional communication between FCPA and partners. Develop strategies and execute the strategy to facilitate revenue potential for FCPA’s hardware and software products.  This position requires direct face to face interaction with partners and end users; minimum of 50% of the time.

POSITION RESPONSIBILITIES:

  • The Business Development Manager will identify and recruit net-new partners and create a vision that showcases the value of partnering with FCPA and define the value proposition for both.
  • Create mutually agreed upon business objectives that clearly define partnership goals with measurable outcomes.
  • Execute a “Go-to-Market” strategy with partners to build awareness around the collaborative solution to create opportunities and drive revenue.
  • Introduce new partnership opportunities to FCPA and position these products for ISV support or potential OEM sales engagements.
  • The BDM will collaborate with a partner’s sales, support, marketing and integration teams and leverage internal FCPA teams, as needed, to position the combined solution to both new and existing customers.
  • Be flexible enough to understand key business drivers for all targeted verticals, for example: Healthcare, Financial Services, Education, Transportation, Construction, Manufacturing, Legal, Fed-State-Local governments and others as identified by FCPA management.  Then, be able to articulate a bi-directional value to both FCPA and its partners.
  • Must have the ability to plan, coordinate, and participate in various industry events and conferences for the purpose of creating exposure for the FCPA brand, engage key ISV partners and end-users to discover and qualify revenue producing opportunities and surface opportunities to the FCPA sales team.

Qualifications

EXPERIENCE: 6-8 years’ experience in sales, business development, or marketing in a business environment/high tech industry with inside sales exposure.  Trade show presentation experience required.

EDUCATION: Bachelor’s degree in Business Administration, Marketing/Advertising or related field.

MINIMUM QUALIFICATIONS:

  • Knowledge: Ability to Analyze market and reporting data to understand trends relating to partners, sales channels and vertical markets and be able to communicate those findings (along with recommendations) to management.
  • Skills:  Excellent organizational planning and prioritization skills; excellent negotiation and interpersonal skills; Excellent verbal and written communication skills.
  • Abilities:  Ability to present to press outlets; work independently as well as within a team environment; ability to influence and persuade others to achieve desired outcomes; ability to organize and manage multiple priorities.
  • Heavy customer and partner alliance, in person interaction is required. The candidate must have excellent presentation skills, ability to showcase how partner solutions benefit from Fujitsu products and represent Fujitsu in a practiced and professional manner.

All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, genetics, disability, age or veteran status.

 

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