Infrastructure Senior Sales Lead: Defence and Federal Government

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.

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.