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Account Manager - Remote, Southeast States

Department: FCPA - Sales


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.

We are looking for an Account Manager who is driven, focused and passionate about service and sales to customers.  Working from your home office you will manage the southeast territory (AL, GA, FL, NC, SC, TN) and all aspects of generating revenue by soliciting, identifying, and qualifying opportunities.  You will build relationships by understanding and interpreting requirements, providing customers with Fujitsu information, developing accounts, and partnering with FCPAís key channel partners; serves as the expert to partners for FCPA information regarding product, services, transitions, and promotions.

Key responsibilities include:


  • Responsible for prospecting hardware and net new service opportunities to drive revenue through the channel and achieve assigned quotas for FPCA products, services, and software.
  • Engage accounts within assigned territory frequently to increase YOY revenue and expand into new end-user clients
  • Manage accounts and sales opportunities using FCPA customer relationship management system (
  • Maintain our CRM database in regards to current deals, track account activity and provide accurate forecasts to management
  • Creates, fills-in and manages FCPA pipeline for deals with partners and transforms potential leads into joint end user sales activities and pursuits for partners
  • Identify new approaches to messaging Fujitsuís unique value proposition and recruiting the partner sales and marketing teams to communicate that message to its customers
  • Identify tactics to expand opportunities to include additional SKUs, including service and additional hardware/software
  • Work within the partnerís eco system to align with other technologies that can be part of an overall solution to increase revenue and margin or partners
  • Increase overall wallet through partners by expanding into their portfolio of customers by gaining mindshare with the sales and marketing teams
  • 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, VIR, SPIF, promotional activities, etc.
  • Analyze POS data to identify trends and future growth areas


EXPERIENCE: 5-7 years of experience in sales with a proven and verifiable history of increasing revenue to meet established company goals; experience preferred in a direct or channel model in the hardware and software or comparable industry; strategic and sales planning/forecasting experience within a large corporate environment required.


EDUCATION: Bachelor's degree in Business Administration, Sales and Marketing or related field of study.



  • Knowledge: Knowledge of Excel, Word, PPT and Outlook required; excellent business acumen and critical thinking; problem analysis and problem resolution experience at both a strategic and functional level.
  • Skills: Excellent interpersonal and communication skills; strong report writing, negotiation and presentation skills; familiarity with sales training desirable.
  • Abilities: Ability to organize and manage multiple priorities; demonstrated ability to deliver results; the ability to work with a variety of different personalities; capable of effectively utilizing all available resources.



For more information about FCPA:

Fujitsu Scanner Website:

Fujitsu Scanner Parts, Consumables, and ScanAid Kits Website:



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