Fujitsu has an aggressive growth strategy in South Africa with the objective of rapidly moving to an industry ranking in line with our global position as one of the largest providers of Information Technology solutions and services. The successful candidate will be pivotal to the achievement of this objective.
This is a senior partner management role within Fujitsu and the successful candidate will be responsible for managing large system integrators that have direct engagement with Fujitsu SA and which contribute a large percentage to Fujitsu’s revenue targets. The successful candidate will report into the channel manager responsible for the Fujitsu channel in SA and will be based in Rivonia, Johannesburg.
Proven experience with a successful track record in partner account management is an essential prerequisite, along with sound knowledge of the market dynamics in the ICT sector. The candidate must have the ability to manage large partners and assist them in being successful in the market.
High level product solution knowledge and positioning in a highly competitive and price sensitive market is key to the success. More importantly the ability to build a trust relationship with the partners based on fair practice.
Matric and relevant bachelors degree/certificationsor proof of equivalency in business experience;
At least 5 years’combined experience in partner accountmanagement;
Successfultrack record in indirect sales;
Strong interpersonal skills;
Strongrelationship management skills;
Strong price negotiation skills;
Excellentcommand of the english languageboth written and spoken.
Specific skills / knowledge / experience
Executive engagement and relationship;
Proven ability to influence at executive level.
Experience in articulating business plans and channel strategies;
Exceptional sales and negotiation skills;
Excellent presentationand interpersonalskills;
Professional writing skills;
Experience in the effective utilisation of Siebel or similar CRM systems as a sales forecast tool.
Roles and responsibilities
Grow the Fujitsu indirect businesswith credible partners in South Africa;
Fujitsu has long standingpartner relationships. It will be the responsibility of the successful candidate to ensure thet these relationships remain strong at all levels, with emphasis on growing Fujitsu’s market shareand direct channel partnerfootprint;
Align and localise Fujitsu’s global channel strategy with channel partners taking cognisence of and working in collaboration with Fujitsu’s direct ‘go to market’ strategy;
Develop a channel plan that extends to the wellbeing of the end client and ensures Fujitsu’s brand protection;
Develop and execute onpartner certification programs;
Select and develop BBBEE partners;
Implement an effective deal registration programme that is fair and avoids potential channel conflict;
Leverage Fujitsu’s global success and proactively positionit in the South African market;
Establish a direct engagement model with the assigned Channel Partners and build relationships at strategic levels;
Ownership of the sales revenue target of the partners;
Keep abreast of newbusiness opportunities and market trends;
Articulate and present the Fujitsu value proposition.
NB: When applying – please take note of the minimum requirements i.e. Qualifications and number of years’ experience.
Please Note: Consideration will be given to South African citizens or permanents residents first.
Should you wish to apply for this position, please submit your CV to Human Resources via E-mail to: firstname.lastname@example.org before 1 July 2014.
Correspondence will only be entered into with shortlisted candidates. Please clearly indicate the position for which you are applying. Fujitsu is an equal opportunity employer.
Fujitsu SA reserves the right to withdraw this advertisement at any time.