Client Director

7 months ago

Wellington City, New Zealand Fujitsu Full time

**About Us**:
**We are Fujitsu, Work Your Way**

**We use technology to make happier lives. We are a global leader in technology and business solutions that transform organisations and the world around us. We have a long heritage of bringing innovation and expertise, continuously working to contribute to the growth of society and our customers.**

**Role Summary**:
Our Client Director at Enable leads initiatives to generate and engage new business partnerships across the SMB, Enterprise, and Government verticals. You will play a key role in leading the sales efforts into existing ServiceNow customers as well as developing new business relationships - the role will work closely with both our Senior Technical Pre-Sales Consultant & the ServiceNow team to close both licensing and consulting deals.

**Main Responsibilities**:

- Formulate and execute a comprehensive sales strategy for the designated territory of New Zealand, encompassing a targeted prospect list and a regional sales plan.
- Identify and qualify prospective clients, ensuring alignment with business objectives and the regional market.
- Establish and maintain trusted advisor status with customers by comprehensively understanding their current and future IT roadmap, facilitating the integration of ServiceNow solutions into the market.
- Drive prospect qualification and foster the development of new sales opportunities, ensuring the creation of sustained revenue streams.
- Organize and conduct initial Executive and CxO discussions, and positioning meetings, and lead the sales process from initiation to closure.
- Implement ongoing account management practices to guarantee customer satisfaction and identify avenues for additional revenue streams.
- Collaborate with internal teams to ensure effective coordination in delivering exceptional service.
- Prepare and deliver compelling bids, tenders, and capability presentations that showcase Enables expertise and value proposition.
- Collaborate with ServiceNow Vendor Account Executives to identify and pursue new opportunities, fostering partnerships for implementations and projects.
- Take the lead in initiating and securing new business relationships, focusing on acquiring new logos to expand the client portfolio.

**Skills Matrix**:

- Proven success in leading sales dedicated to cloud-based SaaS/PaaS technology platforms
- A balanced approach to platform licensing sales and consulting services deals, and demonstrated success in both areas while achieving great customer ROI
- Ability to engage a C level to GM of IT, HR, Facilities, Marketing, Legal etc., in demonstrating our business values across the ServiceNow platform
- Record of achieving targets/budgets/P&L associated with the roles remit
- Experience and interest in working within the ServiceNow ecosystem - would be nice to have.
- Solid understanding of the project delivery lifecycle and processes to ensure effective project management and client satisfaction.
- Strong interpersonal skills and ability to work well with all staff - Consultative and analytical approach

**Why Fujitsu?**

We are an organisation with a strong set of values and a history of respecting fairness and equality, whilst promoting diversity, equity and inclusion. We constantly push ourselves to do better and strive to bring together a diverse mix of perspectives and talents in an inclusive environment, where we encourage our people to bring their full selves to work.
- We put people first. We believe in the power of diversity to drive innovation and our AWEI Gold Employer status and Rainbow Tick certification for LGBTI+ inclusion show that we value an inclusive culture.
- We offer tailored career paths across our global organisation to support your professional and personal growth.
- Our customers trust us. We have an excellent reputation across the region and globally.
- Best in class reward and recognition programs flexible work, volunteering leave and more.
- We live our values of aspiration, trust and empathy, all day, every day.

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