Responsibilities

Strategic Sales Planning (30%)

• Develop a partner engagement model that highlights Fujitsu’s unique value and capabilities and aligns to the overall division priorities.
• Develop a short-term winning device portfolio by season and long-term device portfolio planning aligned to showcasing Windows feature priorities and innovative form factors that win against the competition.
• Provide thought leadership to influence sales strategies and initiatives that align to division priorities, grow Windows share across the portfolio and successfully deliver against the fiscal year scorecard metrics.
• Cultivate and champion Microsoft as a valued business partner with the OEM by aligning the vision for Microsoft technology and services with future industry needs.
• Manage an effective Rhythm of Business (ROB) to include: QTR (quarterly technical Review) to enable device planning, QBR (quarterly business review) to ensure successful execution of the account plan targets and scorecard metrics, FBR (finance business review) to enable effective business management and reporting.
• Manage and deliver on Microsoft & partner mapping and engagement strategy to ensure close and productive engagement across MS with partner, even on areas of the business which are not OEM.
• The Customer and Partner Experience (CPE) for OEM partners resides with the division therefore acting as the Fujitsu steward across Microsoft is core to the role. Providing opportunities for engagement and business development, while maintaining the highest standards of account manager and customer satisfaction is paramount.
• Recognizes market trends and anticipates new competitive threats. Puts strategic plans in place to obtain a competitive advantage and secure market share.
• Evaluates initiatives, investments, and opportunities based on broader Microsoft and partner strategies to achieve break-through revenue objectives.
• Develops strategies to align business units of functions within the partner's organization that have not previously worked together. Creates opportunities for growth and for nurturing a competitive pipeline.
• Structured planning and leadership with Fujitsu WW executives and account leads and field teams
• Executive maturity: frequent contact with senior executives and CXOs across Microsoft, Fujitsu, Lenovo and the eco-system communicating strategy, business plans, investments, and risks.

Value Selling (30%)

• Drives conversations with partner that present the strategic relationship between Microsoft technologies and services and the customer/partner's overall business goals and objectives.
• Understands the competition and clearly establishes the business value that Microsoft technology and services add to the customer’s/partner's broader business objectives, while reinforcing the relevance of Microsoft expertise to its business.
• Identifies product solutions or services that help customers/partners meet their core business objectives, and that provide a competitive advantage.

Grow Partner’s Business (30%):

• Enable scale and differentiation of the portfolio through effective partnerships with key Microsoft stakeholders (Retail, WCB, GSMO, OCP) to drive device sales.
• Drive strong cross-segment collaboration with key stakeholders in Marketing, Finance, Policy, Account Teams and Field Business Groups to align priorities and define joint execution plans to deliver and exceed CDS division agenda and business goals.
• Be the Fujitsu advocate within Microsoft and the subject matter expert on the OEM’s Portfolio of devices with ability to drive market dynamics and sales motions to bridge gaps and accelerate growth.

Portfolio Innovation (10%)

• Anticipate customer, partner, and ecosystem trends and deliver innovative perspective that advances the joint business priorities and opens new opportunities that impact the market, industry, and ecosystem.
• Incubate new technologies and revenue streams, making strategic bets that generate long term value for Microsoft and Fujitsu including Devices, Cloud and Services.

Qualifications

• 10-year Sales professional with a proven track record in establishing and managing business partnerships between OEM, Distributors and Resellers. Previous experience in devices sales and services with knowledge in marketing strategy and channel distribution.
• Experience working with multi-cultural teams. The ideal candidate will have demonstrated success as a virtual team leader. This includes proven ability to impact and influence without authority.
• Aptitude for strategic planning, budget and project management, as well as tactical execution driving complex regional projects.
• The ideal candidate will have a four-year college degree (MBA preferred), Business or Engineering disciplines preferred, and extensive direct sales or partner management experience in the IT or consumer electronics industries. Technical/Functional Skills
• Excellent oral and written communication (Japanese and English), with capability of delivering effective executive presentations.
• Strong sales, customer service, negotiation and objection handling. Ability to develop accurate business forecasts and plans. Personal Attributes
• Burning desire to compete and win, with passion for technology and devices.
• High sense of urgency and ability to prioritize and work under tight deadlines, managing multiple projects and assignments simultaneously.
• Diplomacy and comfort managing complex Partner conversations; ability to hold the Partner accountable in an open and respectful manner.
• Executive maturity to develop strong relationships at multiple management levels across Microsoft and Partner. Special Requirements/Additional Information:

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.