Sales Specialist - ServiceNow

Sales Specialist – ServiceNow

Fujitsu America is an Elite ServiceNow partner and is looking for a motivated Sales professional with a proven track record to join our growing team. This individual will be responsible for seeking and securing new business for Fujitsu’s ServiceNow practice within North America targeting new and existing Fujitsu customers.

You will work as part of a collaborative, cross function team working with Fujitsu Sales, Alliance/Partner Teams, Delivery Teams as well as our global ServiceNow teams to grow Fujitsu’s ServiceNow business.

This is a great time to join the Fujitsu ServiceNow team as Fujitsu is globally committed and invested in rapidly expanding a dynamic business line. Fujitsu is working directly with ServiceNow leadership to partner and jointly drive compelling value propositions for our customers.

The successful candidate will have strong knowledge of ServiceNow including their solution portfolio, customer programs, etc.  They will have a track record of success, collaborating across an organization to support customers throughout their buying cycle to secure business, and be comfortable and confident articulating the Fujitsu & ServiceNow value to customers at all levels including the CXO Suite. 

In return, you will enjoy our dynamic work environment where showing initiative and creativity is strongly encouraged, and where your contribution is recognized based on our People First approach. This positions compensation package includes a base salary, with a variable component tied to key measures including; Total Contract Value, In-Year Revenue and Total Contract Margin; and is eligible for accelerators when over achievement of targets occurs.

To know more about Fujitsu ServiceNow practice in the US, visit https://www.fujitsu.com/global/microsite/servicenow/ – a company known for its innovation, empathy, and commitment to learning, development and work/life balance!

Responsibilities:

• Generate pipeline, seek, hunt, and secure new ServiceNow related business – this includes Services (Implementation, Consulting and Support) and ServiceNow Licenses/Subscriptions.
• Leverage existing customers and partner relationships to expand qualified ServiceNow pipeline and shape new opportunities.
• Own and manage the business development and sales process from start to finish; providing transparency to the customer and colleagues for continuity and efficacy.
• Schedule and execute joint account planning sessions for target accounts; ensure key joint / Fujitsu strategic imperatives are included. Ensure follow-up governance on actions and outcomes.
• Collaborate and interact with our ServiceNow Practice, Alliance/Partner and Industry Sales Teams - this includes sales enablement, education, training and pursuit planning.
• As a ServiceNow expert, provide thought-leadership in the market and evangelize Fujitsu and our ServiceNow offerings’ value proposition, capabilities, and strategic imperatives to the customer.
• Manage relationships and progress via regular governance discussions with Fujitsu leadership and key stakeholders globally.
• Work with the regional and global teams to develop a clear, differentiated value proposition with offerings, capabilities, and programs that drive positive business results in the marketplace.
• Participate as needed in regional or local marketing events in partnership with the Practice, Sales, Marketing and Alliances.
• Develop strong working relationships, externally with Customers, Partners, Industry Leaders, ServiceNow stakeholders; and internally within Fujitsu – Account Teams, Alliance Leads, Delivery Teams.
• Actively participate in the continuous improvement of our sales operations including go-to market initiatives, innovating our offerings and our overall sales strategy.
• Travel is required to support customer & team engagements, estimate 30-50% of time

Key results

• Generate qualified pipeline, develop and secure new ServiceNow business for Fujitsu North America.
• Primary focus is new logo growth, with a secondary focus on identifying new ServiceNow opportunities within Fujitsu’s existing customer base.
• Achieve market growth in areas defined by the business within North America and Globally.

Qualifications:

• Minimum 10 years of experience with a demonstrated track record for sales and business development success
• Solid record of annual quota attainment
• Net new customer track record with success
• Ability to articulate Industry based ServiceNow solutions and offerings’ value propositions aligned to customer priorities.
• 5+ years of business development experience: net new customer track record with success
• Skilled in leveraging sales methods such as Business Value Assessments, Provocation as well as other sales techniques, for creating a vision and urgency for customers/partners.
• Experience working with alliances and business partner ecosystems to co-sell and co-deliver outcome-based solutions for customers; 
• Capable of handling complex sales with contract options
• Lead virtual teams and successfully build relationships with CXO-level stakeholders
• 5+ years of experience selling into the US and Canadian marketplace; preference for additional Global market development experience
• 3+ years of experience selling ServiceNow solutions (e.g., HR, ITSM, ITAM, etc.) is preferred 
• Understanding of Cloud & SaaS technologies
• Strong relationships within the US and Canadian IT industry
• Skilled in identifying value-creation opportunities, influencing, collaboration and relationship building
• Ability to travel 30-50% of time

Soft Skills

• Deep empathy for customers business objective/goals and their pain points
• Self-starter, with a purpose driven, growth mindset, highly motivated to succeed
• Passionate about working with people and problem solving
• Excellent analytical, functional aptitude and proven ability to solve problems
• Strong negotiation skills
• Effective collaborator with strong verbal and written communication skills
• Ability to work both independently and as a member of a cross-team group with minimal supervision
• Excellent time management and organization skills with keen attention to detail
• Ability to prioritize and remain focused 
• Stays current on existing and emerging technology and industry trends, especially ServiceNow

How you’ll grow

• At Fujitsu, we believe in positive and supportive culture and foster People First approach. This type of culture focuses on employee’s aspirations, mapping to Fujitsu’s growth plan, which creates a win – win situation. The employees can use their strengths to do their best work every day. There is always room to learn and if employees want to make a lateral move, the organization will work with employees to make that happen. We offer various avenues for our employees to learn and expand their knowledge in a specific business domain or a technology domain or just pure self-improvements.

Benefits

• At Fujitsu, we know that great people make a great organization. We value our people and offer employees a broad range of benefits.

Tips

• To help you with your interview, we suggest you research the organization and business area you are applying to.

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Fujitsu salaries are aligned to the specific geographic location in which the work is primarily performed. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. ​ It is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the circumstances of each situation. The pay range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to: specific skills, qualifications, experience, and comparison to other employees already in this role. The pay range for this position is estimated at $132,300.00 to $190,512.00 USD. Additionally, this role may be eligible for a sales incentive based on company results and individual performance.​

As a technology company, Fujitsu recognizes that human resources are its most important capital. To create an environment where all employees can work positively and healthily, both in mind and body, we offer a full range of health,​ 401K, and other benefits.

 

Fujitsu at a Glance

Fujitsu is a leading information and communication technology (ICT) company, headquartered in Japan, offering a full range of technology products, solutions, and services. Approximately 132,000 Fujitsu people support customers in more than 100 countries. We use our experience and the power of ICT to shape the future of society with our customers.

We are a corporate culture that places great value on the pursuit of new possibilities previously unimagined and brings them to fruition.  This has been the foundation of Fujitsu’s success since its inception.  In an increasingly competitive world, in which the pace of change continues to accelerate, Fujitsu must strive for continuous innovation. Each and every employee will rise to the challenge of creating new value amid changes in the management environment, technology, society and the marketplace. With a spirit of challenge, we are committed to the continuous creation of new value.  Fujitsu wants innovators like you!

At Fujitsu, one of our corporate principles is "We respect human rights". This principle underpins all our corporate and individual activities and guides the actions of every Fujitsu Group member. We embrace diversity and equal opportunity.  Qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. By empowering people, we can unleash our collective strengths to create a better experience for our employees, our customers, and our partners.