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ABOUT THE ROLE

Ready to take full ownership of high-visibility enterprise accounts - where expectations are high growth oriented, complexity is real, and the upside is meaningful? 

This role is ideal for a senior sales and account management leader who thrives in complex environments and wants a clear runway to broader leadership within ~3 years. You’ll inherit trusted relationships built on a strong heritage of IT systems integration - and you’ll be accountable for expanding Fujitsu’s digital services footprint while protecting commercial performance and deepening executive alignment. 

You’ll step into established, trusted relationships - with significant whitespace to grow - backed by a broad portfolio, deep specialists, and executive sponsorship. You’ll have the autonomy to shape the strategy for assigned accounts, build a multi-year investment roadmap, and lead a cross-functional “One Fujitsu” team to expand digital services footprint, improve portfolio penetration, and create outcomes you can point to. For the right leader, this is a visible platform to demonstrate end-to-end business ownership and earn expanded leadership scope.

You will also act as a trusted advisor to client leadership, co-creating long-term transformation agendas, aligning Fujitsu’s capabilities to client business priorities, and positioning the organization as a strategic partner in value creation - not just a provider of technology services.

Why this role is different 

• A real growth challenge inside one or more well-established accounts: high expectations, complex stakeholders, and meaningful upside. 

• A chance to transition the portfolio mix towards differentiated, higher-value digital services. 

• Enterprise-level exposure: you’ll operate with C-suite leaders on both sides, shaping multi-year roadmaps and investments. 

• A platform for broader leadership: build the commercial engine, lead a virtual team, and demonstrate end-to-end business ownership. 
• The opportunity to influence enterprise-wide transformation priorities, lead joint business planning, and establish Fujitsu as a long-term strategic partner embedded in the client’s success model.

What you’ll do 

• Build and execute a multi-year strategic account plan aligned to the client’s corporate objectives and transformation priorities, expanding wallet share and deepening strategic relevance. Earn the role of trusted advisor at the C-suite level, influencing long-term decision-making, investment priorities, and transformation direction.

• Drive a high-quality pipeline: identify, qualify, and shape complex opportunities - then lead negotiations through to signature. 

• Run the business with discipline: forecasting, governance, and accountability across orders, revenue, margin, and cost. 

• Orchestrate “One Fujitsu” delivery: mobilize consulting, delivery, portfolio experts, and partners to deliver integrated, outcome-driven solutions aligned to the client’s business strategy.

• Bring forward innovation: translate client priorities into modern digital services plays (while ensuring strong execution and adoption). 
• Develop and own a 3 to 5 year transformation roadmap aligned to client business outcomes and technology evolution
• Maintain deep understanding of the client’s industry, competitive landscape, and regulatory environment to inform strategy
• Lead joint business planning sessions with the client to align long-term priorities and investment areas
• Drive value realization, ensuring delivered solutions translate into measurable business outcomes for the client
• Identify and mitigate strategic risks to account growth, positioning, and retention
• Orchestrate the partner ecosystem to enhance value delivery and differentiation
• Operate assigned accounts as strategic business units, balancing growth, profitability, client satisfaction, and long-term positioning

You’ll have the data, governance, and executive access within Fujitsu to run accounts proactively - so you can focus on driving outcomes, not reacting to surprises. 

Operating cadence and governance (how you’ll run the account) 

• Establish a predictable operating cadence with the client and Fujitsu leadership (weekly deal/pipeline reviews, monthly forecast and risk reviews). 

• Lead structured QBRs: performance vs. plan, services adoption/value realization, escalations, and next-quarter priorities. 

• Run governance forums that keep delivery, commercial performance, and stakeholder expectations aligned (including issue/risk management and decision logs). 

• Own margin discipline: deal economics, discounting governance, cost-to-serve visibility, and early corrective actions. 

• Drive a multi-year investment plan (people, partners, and enablement) tied to the account roadmap and services growth targets. 

What success looks like (12–18 months) 

• A credible executive sponsor network, with Fujitsu recognized as a trusted partner - not just a supplier. 

• Broad stakeholder coverage and influence across the client: economic buyer, IT leadership, security/risk, procurement, finance, and business unit leaders - aligned to a shared multi-year roadmap. 

• A healthy, measurable pipeline tied to the client’s top strategic priorities (and an accurate forecast leaders can rely on). 

• Clear portfolio shift: increased penetration of digital services across the account, supported by repeatable plays and referenceable outcomes. 

• Client satisfaction that is visibly improving and measurable—reflected in strong relationship health and Net Promoter Score (NPS) results. 

• Strong internal alignment: delivery, consulting, portfolio, and partner stakeholders operating to a shared plan, with crisp governance and fast issue resolution. 

• High-performing virtual account teams operating with clear cadence, roles, and accountability. 

KEY QUALIFICATIONS AND EXPERIENCE

• A senior track record growing strategic enterprise accounts through consultative selling and rigorous account planning. 

• 10+ years experience selling complex technology solutions. 

• Confidence operating at executive level: stakeholder mapping, influence, negotiation, and the ability to simplify complex decisions. 

• Strong commercial acumen: comfort with P&L drivers, margin, deal economics, and governance. 

• A builder’s mindset: you see an underpenetrated account as an opportunity, and you know how to turn white space into repeatable growth. 

• Leadership through influence: proven ability to lead cross-functional teams without direct authority and create clarity from ambiguity. 

• Passion for digital transformation and outcomes-led services (and the discipline to ensure adoption and value realization). 

If you’re ready to take ownership of a complex account, expand digital services impact, and prove you’re ready for broader leadership - let’s talk.