Your future in Fujitsu At Fujitsu, our mission is to create a more sustainable world by building trust in society through innovation. In keeping with this, we are committed to helping our employees grow and develop their careers. We believe that everyone has the potential to achieve great things, and are dedicated to providing the resources and opportunities that our employees need to succeed. As we stand as a global leader in digital transformation, dedicated to reshaping businesses and society in the digital age, we invite you to take the next step in your career journey and apply. Thank you for being a part of Fujitsu. We look forward to growing together toward a brighter future. About the role We are seeking an experienced and highly driven Senior Business Development Executive to accelerate the growth of our Digital Services (DX) portfolio across the Caribbean. In this role you will focus on sourcing, qualifying, and developing digital transformation and modernization opportunities for our customers where Fujitsu provides services that involve business process automation, the implementation and or support and management of enterprise applications, cybersecurity consulting and cloud managed services or cloud native solutions. Our ideal candidate for this role will bring a blend of technical fluency and business acumen, with a deep understanding of the digital transformation landscape in large-scale IT environments. Key Responsibilities: - Identify and develop new business opportunities for digital services through strategic outbound prospecting and targeted campaigns across key industry verticals.
- Qualify leads by understanding client environments, digital maturity, pain points, and transformation goals.
- Engage mid to senior-level stakeholders (CIO, CISO, CTO, Heads of IT, Procurement) to position our DX portfolio effectively.
- Maintain a healthy pipeline by working closely with marketing, solutions, and delivery teams to align messaging and targeting strategies.
- Collaborate with global account managers and solution architects to shape opportunities and support pursuit strategy for large and complex deals.
- Deliver insightful discovery conversations to uncover digital transformation needs related to enterprise applications (ERP, CRM), Data and AI, cloud modernization, and cybersecurity posture improvement.
- Track and manage all prospect interactions in CRM (e.g., Salesforce), ensuring data integrity and pipeline accuracy.
- Share market and competitor intelligence with product and strategy teams to help refine go-to-market initiatives.
- Collaboration with internal technical delivery teams, partners, Finance and Marketing colleagues to develop business cases, partner development plans, and pricing strategies to support go to market for new portfolio offerings.
Key academic qualifications and experience - Bachelor’s degree in Business Administration, Information Technology, or a related field such as Marketing.
- Master’s degree in Business Administration or equivalent will be considered an asset.
- Minimum of 5 years of experience in business development, sales, solution architecture or consulting.
- Minimum of 2 years focused on enterprise IT services or digital transformation.
Preferred Experience - Familiarity with industry-specific DX trends (e.g., digital public infrastructure, digital banking, smart manufacturing and distribution, healthcare transformation)
- Understanding of managed services contracts and cloud service provider models (IaaS, PaaS, SaaS).
- Knowledge of cybersecurity compliance standards (e.g., NIST, ISO 27001, GDPR, Jamaica Data Protection Act).
- Background in account-based marketing (ABM) or selling into strategic accounts.
- Solid understanding of enterprise IT environments, including cloud platforms (AWS, Azure, GCP), cybersecurity frameworks, and enterprise application ecosystems (SAP, Oracle, Microsoft).
- Appreciation of the latest IT trends especially around AI and a solid understanding of the application of data analytics to drive business outcomes.
- Intermediate to expert level proficiency with Microsoft Excel and PowerPoint.
- Working level proficiency with data visualization tools such as Microsoft PowerBI, Tableau or equivalent.
Key attributes - Ability to develop strong relationships with colleagues and partners.
- Strong interpersonal skills with proven ability to influence and persuade at all levels.
- Demonstrates innovative and creative thinking, showing attention to detail.
- Ability to organize and prioritize assignments, as required.
- Strong written and verbal communication skills.
- Ability to communicate with stakeholders and understand business requirements.
- Evidence of strong English language proficiency and writing skills.
- Comfortable with public speaking and delivering presentations.
- Proven ability to engage in consultative, value-based conversations with senior technical and business decision-makers.
- Experience working within or selling to large multinational enterprises.
- Highly skilled in using CRM systems (Salesforce preferred) and sales enablement tools (such as Salesloft, Outreach, LinkedIn Sales Navigator).
- Self-starter with a proactive approach, able to work across global, matrixed teams and navigate complex buying processes.
- Ability to navigate complex scenarios and handle ambiguity.
- Personal zeal for learning and evidence of keeping up with the evolution of technology and best practices.
- Appreciation of the latest digital technologies trends (eg. AI) and their use and suitability across various industry segments and the ability to communicate/relative the potential for transformative business outcomes through their application.
- Beyond surface level understanding of the key drivers of digital transformation and the impact on the type and nature of applications being deployed in the Public Sector, Financial Services Industry and Commercial Sector (eg. Utilities, Distributions, Telecoms etc).
- Demonstrates continuous learning mindset, curiosity, and ambition.
Key Performance Indicators - Revenue Growth Rate and Average DX Deal Size
- Lead to conversion rate for Business Development Pipeline
- New Customer Acquisition Rate, Customer Acquisition Costs and Customer Lifetime Value
- Total Contract Value and Total Contract Margins
- Customer Net Promoter Score (NPS) for DX
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Let’s shape your world and achieve together Fujitsu is an equal opportunity employer and prohibit discrimination and harassment of any kind. Here diversity and inclusion are essential to our success as we believe that everyone has something to contribute. As such, we are committed to creating an environment where all employees feel valued, respected and can thrive to reach their full potential. |
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