Vice President - Sales (West Caribbean)

Do you have a strong background leading IT consulting and sales? Are you looking for a new challenge in your career? This may be the opportunity for you.

VICE PRESIDENT - SALES (WEST CARIBBEAN)

At Fujitsu, we are driven by our purpose to make the world more sustainable by building trust in society through innovation.

We have been a pioneer in technology and innovation for over 80 years, and we are committed to using our expertise to help businesses and organizations transform for the digital age. We believe that digital transformation is essential to creating a more sustainable future. That's why we are working with our customers to develop solutions that can help them reduce their environmental impact, improve their efficiency, and create a more equitable society.

We are committed to contributing to the United Nations Sustainable Development Goals (SDGs). These goals are a blueprint for a better future for all, and we believe that technology can play a vital role in achieving them.

If you share our passion for making a meaningful impact on the world, we invite you to join our global family of 130,000 employees spanning more than 50 countries. We are a diverse workforce, and we offer a wide range of opportunities for you to grow and develop your career.

Together, we can create a more sustainable future for all.

ROLE SUMMARY

The Vice President of Sales is responsible to meet or exceed Fujitsu Caribbean’s goals and objectives for the West Caribbean region, by targeting, developing and closing complex sales opportunities across multiple territories and customer markets. The role will lead cross-functional work by collaborating closely with other regional business units, teams, leaders and third-party partners to produce the expected business results. The role will be responsible for growing sales from the targeted Caribbean offering portfolio, including the digital services offerings, as well as selected offerings from the global offering portfolio. To succeed, the role holder will need to bring an energetic and urgent sense of leadership and strategic direction to the sales team. He/she will have the foremost responsibility to drive complex business development, sales and pursuit management activities in the assigned territory, including driving a greater focus on generating and winning consultative, services-based customer opportunities. This includes being physical and digitally present in the target markets, developing sales strategies, shaping the optimal sales structure, driving execution of account plans and building the executive-level client relationships through the sales team.

KEY RESPONSIBILITIES

Sales Management

• Develops and implements a Sales Plan that underpins the Mid Term Plan (MTP) in terms of strategy, outcomes and actions.
• Accountable for timely and accurate sales forecasts and the provision of accurate sales pipeline information to underpin the achievement of the set business budgets.
• Accountable for initiating and driving the agreed results from sales campaigns. Engages with customers through presentations, bids/ proposals and co-creation activities to ensure customer mindshare, opportunity generation and won business for Fujitsu.
• Leads the program to shift the book of business to more service driven opportunities, including opportunities within the Fujitsu’s digital business solutions and services portfolio, and the broader priority portfolio.
• Is visibly present in the market, socially and professional, creating opportunities to demonstrate thought leadership with customers, through industry associations and various speaking events.
• Directs business development and pursuit management activities in order to achieve larger deals in new name accounts.
• Inspires the sales team, our customers and the wider business through innovation and storytelling aligned to the Fujitsu Purpose and Vision
• Communicates overall sales targets and margins for the territory to the sales team.
• Assigns individual sales targets, personal objectives and sales accounts to underpin the achievement of the Sales Plan.
• Applies industry best practice and ensures campaigns are compliant with company policy.

Client Management

• Enhance all aspects of client management in line with Fujitsu Customer Solution Lifecycle (CSLC) process by building strong customer relationships, especially at the C-Suite level and delivering customer centric solutions.
• Is able to articulate clearly how Fujitsu Services and Solution can deliver business value to C-Level stakeholders
• Establish and maintain contacts with executives and clients to generate interest in Fujitsu and its products and services.
• Be strategically aligned with the rest of the Caribbean regional leadership team in all aspects of Fujitsu’s strategy, offerings, and client services
• Be passionate about client service.
• Manage senior level client relationships, internal or external to Fujitsu.
• Ensure all client commitments and service level objectives are met in all aspects of work.

Financial Management

• Overall responsibility for Fujitsu Caribbean’s account planning, contract assurance, strategic offerings, and global account pursuits.
• Consistently achieve assigned sales objectives and revenue quotas.
• Ensure accurate and timely forecasts are developed and communicated.
• Demonstrate leadership to achieve Fujitsu strategies. 
• Ensure the appropriate controls are in place to meet financial, legal, and client compliance requirements, consistent with Fujitsu’s business principles.

People Management

• Build and develop a strong-identity team that applies their diverse skills and perspectives to achieve common goals in a collaborative manner.
• Be a role model, a coach and a mentor to ensure all members of the team increase their core skills.
• Understand customer strategies and determine opportunities which support the sales team in meeting their objectives.
• Create a culture of success and ongoing business and goal achievement for overall sales team.
• Measures individual performance and team effectiveness.
• Motivates individuals to develop and increase personal performance through coaching, training and development plans.
• Recruits, retains and continually develops good performers and manages poor performance.
• Ensure the sales team performs all administrative responsibilities in a timely manner in order to enable the business to forecast sales, revenue, expenses and any risks in a timely and reliable manner

Country Management

• Leads local management team to provide oversight and general management of country operations including overseeing customer satisfaction and employee engagement initiatives
• Drive country-based financial performance and acts a point of escalation internally and with customer for issues not limited to commercial management, collections, risk management, etc.
• Assumes a leading position in the execution of the company’s regional transformation and change program
• Leads digital transformation experience internally and externally by championing global and regional DX initiatives and programs including promoting the use of digital tools and AI to drive business results
• Assumes a leading role in presenting to staff at local town halls, and initiates and supports activities to promote employee and customer well-being and success, including hybrid work initiatives
• Ensures strong personal and company presence in the local market and technology-related sectors
• Provides leadership for local team integration for cross-functional activities of high performing teams
• Oversees in-country responsible business activities and initiatives
• Takes measures to protect Fujitsu’s brand locally as needed
• Takes steps to ensure local business dealings are in full compliance with the Fujitsu Way and code of conduct, as well as in compliance with the local laws and regulations.

Other Responsibilities

• Manage the Fujitsu brand to ensure corporate values are upheld.
• Collaborate across Fujitsu to access, facilitate, and direct the use of resources needed for effective business results.
• Ensure efficient operation, even when things are not certain or the way forward is not clear.
• Create new and better ways for the organization to be successful.
• See ahead to future possibilities and paint a compelling picture of the vision and strategy that motivates others to action.
• Make difficult decisions, when they are in the best interest of Fujitsu, after consideration of all factors and risks to the company. Make decisions within stated policies and guidelines.
• Gain the confidence and trust of others through honesty, integrity, and authenticity.
• Always ensure actions taken are in the best interest of Fujitsu and not just the individual organization.