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Job Description
Infrastructure Senior Sales Lead: Defence and Federal Government
Job Location:  Barton
Location Flexibility:  Primary Location Only
Req Id:  8835
Posting Start Date:  7/7/26

Be Completely You

At Fujitsu, we help organisations solve some of their most complex challenges through technology. As a Infrastructure Senior Sales Lead, you will play a pivotal role in driving strategic growth across Defence and Federal Government customers by bringing together Fujitsu's infrastructure, cloud, cyber security, managed services, professional services, AI and digital transformation capabilities.

This is more than a sales role.

You will shape customer transformation agendas, build trusted customer relationships, influence strategic technology investment decisions, and lead complex pursuits that deliver meaningful outcomes for some of Australia's most critical organisations.

As an accomplished sales lead who thrives on solving complex customer challenges, building enduring partnerships and delivering sustainable growth, we'd love to hear from you.


About the Role 

The Senior Sales Lead is accountable for generating profitable growth through strategic account development, opportunity creation, executive engagement and successful pursuit leadership. 

You will develop and execute multi-year growth strategies across a portfolio of key Defence and Federal Government customers, working collaboratively across Fujitsu, technology partners and customers to deliver transformational outcomes and met customer tactical infrastructure requirements. 

Success in this role requires strong business acumen, disciplined sales execution, customer and partner relationship management and the ability to navigate complex procurement and government environments.

Responsibilities and Accountabilities


Drive Strategic Growth 

  • Own and deliver annual sales, revenue and profitability targets across assigned accounts and market segments. 

  • Develop and execute strategic account growth plans aligned to customer priorities and Fujitsu growth objectives. 

  • Identify, qualify and develop opportunities across Fujitsu's portfolio, including infrastructure, cloud, cyber security, managed services, professional services, workplace solutions, AI and digital transformation. 

  • Build and maintain a strong, sustainable sales pipeline to support short-term and long-term growth objectives. 

  • Drive both new business acquisition and expansion opportunities within existing customers. 


Lead Complex Pursuits 

  • Lead large-scale, multi-million-dollar pursuits and strategic government procurements. 

  • Develop winning strategies and coordinate virtual pursuit teams across sales, delivery, bid management, solution architecture and partner organisations. 

  • Create compelling commercial propositions and business cases that align Fujitsu capabilities with customer outcomes. 

  • Lead negotiations and contract discussions to achieve successful commercial and customer outcomes. 

  • Maintain rigorous sales governance and opportunity management disciplines throughout the pursuit lifecycle. 

Build Executive Relationships 

  • Establish and strengthen trusted relationships with CIOs, CISOs, CFOs, procurement executives and key business decision-makers. 

  • Position yourself as a trusted advisor by developing a deep understanding of customer strategies, challenges and priorities. 

  • Facilitate executive briefings, innovation workshops and strategic planning discussions that create opportunities for partnership and growth. 

  • Develop and execute executive sponsorship and engagement strategies across key accounts. 

Drive Services and Outcome-Based Selling 

  • Lead customer conversations focused on business outcomes rather than technology products. 

  • Identify opportunities to accelerate growth in professional services, consulting, managed services and transformation programs. 

  • Help customers modernise, secure, automate and optimise their environments through integrated Fujitsu solutions. 

  • Work collaboratively across Fujitsu practices to deliver end-to-end customer outcomes. 

Leverage AI and Innovation 

  • Identify opportunities to apply artificial intelligence, automation, data and emerging technologies to solve customer challenges. 

  • Bring innovative thinking and new market insights into customer engagements. 

  • Position Fujitsu as a strategic partner capable of helping customers realise value from emerging technologies.
     

Partner Ecosystem Leadership 

  • Develop joint growth plans with strategic technology vendors and alliance partners. 

  • Build strong relationships across partner ecosystems to drive pipeline creation and market differentiation. 

  • Leverage co-investment opportunities, partner programs and joint go-to-market initiatives to accelerate growth. 


Sales Excellence and Governance 

  • Maintain accurate forecasting and pipeline management within Fujitsu sales systems. 

  • Demonstrate disciplined opportunity planning, qualification and account management practices. 

  • Contribute to sales reviews, growth planning activities and business performance reporting. 

  • Champion a culture of accountability, collaboration and continuous improvement.
     

Market Leadership 

  • Represent Fujitsu at customer forums, industry events, Defence and Government conferences and executive engagements. 

  • Maintain a strong understanding of market trends, technology developments and government priorities. 

  • Position Fujitsu as a trusted advisor and partner of choice across the Defence and Federal Government sectors. 


About you

You are a highly motivated and commercially minded sales professional with a passion for building trusted relationships, leading complex pursuits and delivering growth in highly competitive markets. 


You will bring: 

  • Experience selling complex ICT, managed services, consulting or digital transformation solutions. 

  • Demonstrated success driving revenue growth and managing large strategic accounts within Defence and/or Federal Government. 

  • Proven experience leading multi-million-dollar pursuits and navigating complex procurement environments. 

  • Strong understanding of infrastructure, cloud, cyber security, managed services and digital transformation solutions. 

  • Experience engaging executive and C-suite stakeholders and influencing strategic technology decisions. 

  • Strong commercial, financial and negotiation skills. 

  • Demonstrated ability to develop business cases, proposals and account growth strategies. 

  • Exceptional stakeholder management and collaboration skills. 

  • High levels of resilience, adaptability and execution discipline. 

  • Strong analytical and strategic thinking capability. 

  • Experience building and managing partner and alliance relationships. 

  • NV1 Security Clearance preferred, or the ability to obtain one. 


Success in this Role 

Success will be measured by: 

  • Revenue and gross margin achievement. 

  • Pipeline generation and opportunity conversion. 

  • Strategic account growth. 

  • Professional Services and Managed Services growth. 

  • Win rates for strategic pursuits. 

  • Forecast accuracy and sales governance compliance. 

  • Customer satisfaction and executive relationship strength. 

  • Contribution to Fujitsu's growth and transformation objectives. 
Relocation Supported:  No
Visa Sponsorship Approved:  No


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 call this Be Completely You.
  • 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.

 
Commitment to Diversity, Equity and Inclusion

As an inclusive employer, Fujitsu aims to recruit a diverse range of talents to help us achieve our purpose. In line with our diversity, equity and inclusion strategy, we welcome applications from women and gender diverse people; Aboriginal and Torres Strait Islander people; Māori and Pacific people; LGBTI+ people; people with a disability; culturally and linguistically diverse people; and veterans and emergency responders. Applicants who identify as transgender or gender diverse can contact careersapac@fujitsu.com for a copy of our Frequently Asked Questions to assist with the recruitment journey.

If you don't tick every box in this job description, please don't rule yourself out. Research suggests that women and other people in underrepresented groups tend to only apply if they meet every requirement. We focus on hiring people who value inclusion, collaboration, adaptability, courage, and integrity, rather than ticking boxes so if this resonates with you, then please apply. For more information, please email careersapac@fujitsu.com.

For Security Cleared Roles - PLEASE NOTE

Due to the inherent requirements of the role, candidates must be Australian Citizens and hold a Australian Federal Government Security Clearance. The role will or will likely involve access to controlled technology and must satisfy additional restrictions and requirements as a consequence of the International Traffic in Arms Regulations and the Export Administration Regulations. As a consequence of these restrictions and requirements, applicants may be adversely impacted if they are not Australian citizens, are dual nationals, hold citizenship from proscribed countries, or are not of Australian national origin. Please refer to Discrimination (Fujitsu Australia Limited) Exemption 2017 (No 1) Notifiable instrument NI2020-672 (ACT).

Search Firm Representatives - PLEASE READ

Fujitsu does not accept unsolicited assistance from search firms for employment opportunities. All CVs or resumes submitted by search firms to any employee at our company without a valid written agreement in place for this position will be considered the sole property of our company. No fee will be paid if a candidate is hired by Fujitsu due to an agency referral where no existing agreement is in place with the Fujitsu Talent Acquisition Team. Where agency agreements are in place, introductions must be through engagement by the Fujitsu Talent Acquisition Team.