Account Executive - FCPA

Fujitsu   •  

Washington, DC

Industry: Professional, Scientific & Technical Services


Less than 5 years

Posted 62 days ago

This job is no longer available.

Manage National Distribution and ResellerAccounts by developing and executingbusiness plans that will increase revenue and marketsharein conjunction with corporate goals. Specifically, drive sales of scanners andassociated products such as service and software into thedistributionchannel for fulfillment to VARs and DMRs.

  • Develop and facilitate profitable partnership and strategic management of Fujitsu’s national distribution and reseller partners
  • Interface with distribution, reseller, and Fujitsu corporate daily on all aspects of managing the account.
  • Up to 50% of travel is required for this position
  • Review pipeline and inventory levels weekly
  • Monitor sales and product availability on a daily basis
  • Provide accurate demand forecasting to ensure appropriate production build
  • Define stocking strategy, set guidelines and parameters for distribution purchasing team
  • Provide overall relationship management and act as the central point of contact for channel resellers and distributors
  • Development of go to market strategy for each fiscal half, documenting new product introductions and initiatives, sales engagement, and reseller enablement
  • Drive new sales, and develop joint marketing initiatives with partners
  • Work closely with Fujitsu Channel Sales Director, Channel Marketing, Territory Account Executives, Inside Sales teams, and Sales Engineers
  • Conduct quarterly business reviews with partners and align corporate strategies
  • Provide weekly reports on status of business at each account
  • Plan, develop and coordinate marketing programs, both coop and MDF
  • Coordinate and conduct trainings and build mindshare amongst sales and marketing support personnel
  • Engage in all customer facing conferences and trade shows
  • Stay informed of industry and competitive activities. Keep management informed of trends, or other competitive initiatives that could impact sales
  • Maintain communication and interaction at the partner’s executive level
  • Develop and maintain strong relationships with our partners
  • Support Distribution, DMR and IPG Sales teams as requested by management
  • Manage the entire sales cycle through securing the deal
  • Work directly with existing and prospective customers to assess their needs and to show the value of Fujitsu products and services


  • Education level: BA degree in Business or related field
  • Experience: 4 years’ experience in Account Management to Specialty/National Distributors or Direct Market Resellers
  • Requires strong negotiation skills, problem solving ability, capable of maintaining an effective use of resources
  • Strong presentation skills and sales training are desirable
  • Knowledge of Excel, Word, PPT and Outlook required
  • Knowledge of Document Imaging Hardware and Enterprise Content Management technology are desirable.