Job Information
Fujitsu Business Owner Digital Shifts in Paris, France
Purpose
In order to accelerate growth of new Uvance offerings in Europe, we have decided to create Business Manager positions aligned to each Uvance Key Focus Areas (KFA.)
This role is the link between Global Portfolio teams developing offerings and country sales organizations. It is executed in close partnership with European Uvance Portfolio Owners. The main responsibility of Business Owners is to establish sales & marketing plan jointly with local sales teams and ensure plan is well executed and drives agreed results. This includes ensuring local sales & presales teams have the right focus, the right support and are fully enabled to be successful in selling.
Reporting Lines
Reports to VP, Head of Portfolio & Uvance Growth, Europe
Job Purpose & Accountability
One of Fujitsu priorities is to change the mix towards industry solutions and associated digital services to solve customer ‘s business problems. A significant effort to achieve this was initiated a few years ago, with the creation of Uvance portfolio. However sales of Digital Shift (DS) portfolio have been slow to take off in Europe.
In order to overcome this, Uvance teams have set up a new model (Extended Arms v2), through which they can fund in-country resources to kick start sales of select offerings in a given country. Business Manager role is to ensure these resources achieve optimal results through the following set of actions:
Identify Uvance portfolio elements that offer the most potential in Europe (access to market research material and Gartner analysts amongst other things)
Build detailed Sales & Marketing plans in each country together with local teams and European Sustainable Manufacturing marketing lead. Plan must include:
Target customers
Target personas
Go to market strategy per portfolio element.
Lead generation strategy & budget
Awareness plan
Numerical objectives
Ensure plan is well executed by tracking progress through select KPI’s (pipeline creation, win rate, order booking, revenue and margin booking, lead generation.)
Ensure sales teams have the right focus and the right skills.
Ensure sales and presales teams are fully enabled to sell the offerings.
Support specific deals directly or through identification of resources capable to help.
Animate community of industry experts across the region
Interaction with the following teams is expected as part of the job:
European Portfolio Lead for Digital Shift (DS)
Country sales and presales specialists
Country account managers
Uvance DS portfolio teams (understanding and prioritization of offerings)
Market intelligence (assess potential of offerings and competition)
Country management
Central support teams
Skills Overview
Candidates must be intelligent, articulated, consensus building, and persuasive team player who can serve as an effective member of a dynamic team. They are expected to have good technical and business understanding of Uvance offering and strong negotiation skills.
Business degree or engineering degree, with equivalent relevant experience of minimum 5 years Good understanding of IT market and innovation. Ability to: work and effectively prioritise in a highly dynamic work environment and write accurate, clear and concise documents
Skills Details
Able to work on their own initiative.
Be able to deal with and influence senior internal customers in a multi-cultural environment.
Ability to put together and defend a business plan.
Have strong presentation and negotiation skills.
Understand Fujitsu global strategies and methodologies.
Manage people as appropriate.
Continuously evolve business acumen
Basic understanding of financials
Understand main sales and delivery processes, including GDC.
Good level of written and spoken English mandatory
Other European language is a plus.
Requisition ID : 24333