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Fujitsu is a multinational conglomerate with over 130,000 employees across more than 150 companies. Fujitsu develops and sells PalmSecure™–a biometric that uses internal palm vein pattern recognition. PalmSecure provides a high level of accuracy, is easy to implement and uses – a non-intrusive and contactless reader.
With the recent acquisition of Fulcrum Biometrics, Inc. and its multi-modal biometric platform, FbF Framework®, Fujitsu is expanding its biometric offerings to include face, finger, and iris in addition to palm vein. With its entire portfolio of biometric options, Fujitsu is seeking to expand its footprint in large enterprise environments, such as financial, healthcare, government, education, military, law enforcement, and other verticals through direct sales and through partnerships with integrators, developers, and resellers.
The Account Executive will focus on sales of biometric solutions produced by Fujitsu and Fulcrum Biometrics, Inc. in various market segments.
DUTIES AND RESPONSIBILITIES
Essential Functions of the position include, but are not limited to;
Responsible for expanding Fulcrum/Fujitsu biometric solutions, especially PalmSecure, in new markets as well as existing clients
Build relationships with existing clients to increase sales and market penetration of Fulcrum/Fujitsu products and solutions
Devise and implement strategies for meeting sales performance targets
Analyze customer needs and develop business plans to target biometric solution prospects, including determining prospects’ business requirements and how Fulcrum/Fujitsu products and solutions meet the requirements
Close business after completion of qualification including: price negotiations, distribution, logistics, and customer satisfaction
Conduct lead generation and qualification, including prospecting and cold-calling
Educate customers about our business solutions
Daily use of CRM automation tools to track and report progress
Manage key accounts
Regular work site attendance
Other Duties and Responsibilities:
Act as the point of contact for clients
Resolve problems and handle complaints in a timely manner
Remain in frequent contact with the clients
Stay up-to-date with new features and product launches
Establish best practices
Monitor and report on sales performance analytics
Maintain a strong understanding of competitive positioning and offerings
Suggest innovative ideas to increase sales and improve customer experience
Adhere to company policies, ISO requirements, safety, and quality
Support continual improvement efforts
Additional responsibilities as assigned
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Account management and associated customer project management skills to assist prospects and clients during their product development cycle thru general product release
Ability to learn customer applications and requirements in a multitude of markets and applications
Understanding of sales performance metrics and the sales cycles
Ability to build relationships at many different levels of companies
Excellent team player with a high level of self-motivation and initiative
Able to meet deadlines on a consistent basis with or without direct supervision
Interact professionally with other employees, customers, and suppliers
Strong organizational, analytical and problem-solving skills
Ability to analyze detail and perform structured decision-making on a daily basis.
Strategic thinking in account planning
Social media skills for information gathering and marketing support
Ability to develop solutions to a variety of problems of moderate to large scope and complexity using company or departmental policies as guidelines
High degree of initiative and ownership, attention to detail, and the discipline to follow through on assigned tasks
A professional image, high level of integrity
Strong influencing, collaboration, and relationship-building skills both internally and externally with suppliers
This position may be responsible for managing various aspects of the business development and marketing functions but has no direct supervisory responsibilities.
EDUCATION and/or EXPERIENCE
Bachelor’s degree (B. S.) from four-year college or university; and 5+ years of related experience and/or training; or equivalent combination of education and experience
CERTIFICATES, LICENSES, REGISTRATIONS
Valid (clean record) Driver’s License, in state of residence.
Demonstrate ability to effectively use computer and applicable computer software. Advanced knowledge of Excel, Word, Adobe, PowerPoint, and Outlook required. Experience with CRM’s such as SalesForce.com a plus. An understanding of software operating systems and SDKs (Software Development Kits) and how they relate to authentication/identity management platforms.
Demonstrate ability to read, comprehend, and respond appropriately through written or verbal form when required; ability to demonstrate tactfulness when communicating, to include internal communication with staff members of all levels; ability to effectively communicate with a variety of audiences; ability to analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, public groups, and/or boards of directors.
Demonstrate ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
OTHER SKILLS AND ABILITIES
Proven Account Management skills required in order to create, maintain and enhance customer relationships. Technical competence (understand software, hardware, networks, etc.).
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is frequently required to sit and stand; use phone and headset; use hands, arms, finders to type; answer phones; write; use calculator; demonstrate strength to lift and carry materials weighing up to 10 pounds; demonstrate clear vision to read printed materials and a computer screen; and hearing and speech to communicate in person and over the telephone.
May spend long hours in intense concentration and may also spend long hours on the computer entering information which requires attention to detail and high levels of accuracy.
There are a number of deadlines associated with this position, which may cause significant stress. The employee must also deal with a wide variety of people on various issues and must be able to work well in a changing and growing environment.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.
The Account Executive must be able and willing to travel (up to 50%) meeting and supporting customers and potential customers as required, both domestically and internationally. Willing to travel by plane to locations in other states/countries.
What are the Benefits of a career at Fujitsu?
- Professional development
- Innovative environment
- Opportunity to make a difference
- Competitive Total Rewards Packages
- Generous Holiday and PTO schedules
- Generous 401K match
- Work/life balance
- Healthy Connections Program
- Educational reimbursement
- Referral bonuses
- Community service opportunities
- Employee discounts
What types of positions are offered?
- New Graduates
- Summer Internships
- Co-Ops (Full-Time or Part-Time)
Fujitsu is an Equal Opportunity employer.
If you require an accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at FFNA.firstname.lastname@example.org.