Commercial Director

Fujitsu; Melbourne; Hybrid; AUD 180,000 - 230,000; Full time

Job summary

Fujitsu is seeking an experienced Commercial Director to lead strategic commercial activities within its Operations team in Melbourne. The role focuses on governance, contract negotiations, risk management, and scalable, profitable business outcomes.

Hybrid working is offered for a fixed-term 12 months, reporting to the Head of Operational and Sales Success. Key responsibilities include leading commercial strategy, advising senior stakeholders, managing bid governance and risk, and developing

Qualifications

• Experience negotiating complex, high-value IT transactions.
• Minimum 5 years commercial experience in the IT industry.
• Finance, Legal, IT qualifications are desirable.

Responsibilities

• Lead commercial strategy and structure for complex, high-value opportunities.
• Provide trusted commercial advice to senior stakeholders across Sales, Finance, Legal and Delivery.
• Drive negotiations and contract finalisation with clear, approved commitments.

Skills

Negotiation

Commercial leadership

Stakeholder management

Education

Finance/Legal/IT qualifications desirable

Job description

We use technology to make happier lives. We are a global leader in technology and business solutions that transform organizations and the world around us. We have a long heritage of bringing innovation and expertise, continuously working to contribute to the growth of society and our customers.

About the role

We are seeking an experienced and highly motivated Commercial Director to join our Operations team.

The primary purpose of this role is to provide strategic commercial leadership for key accounts, business initiatives, and major opportunities. Partnering closely with Sales, Finance, Legal, and Delivery teams, this role is responsible for commercial governance, contract negotiations, risk management, and ensuring sustainable, profitable business outcomes. As a senior leader, the Commercial Director will also develop team capability and support organisational growth through sound commercial judgement and stakeholder engagement.

This role is for a Fixed Term Full-time engagement for 12 months period and offers hybrid working. This role will report into Head of Operational and Sales Success.

Location

Melbourne preferred, flexible across east coast of Australia and Auckland or Wellington, New Zealand

Responsibilities and Accountabilities

• Lead commercial strategy and structure for complex, high-value opportunities, balancing competitiveness, profitability, risk, and deliverability.
• Provide trusted commercial advice to senior stakeholders across Sales, Finance, Legal, and Delivery to support informed decision-making.
• Drive commercial negotiations and contract finalisation, ensuring commitments are understood, approved, and capable of successful delivery.
• Oversee bid governance, commercial approvals, and risk management, ensuring compliance with Fujitsu policies and frameworks.
• Support post-contract commercial matters, including contract interpretation, dispute resolution, and negotiation of settlements or amendments.
• Develop and maintain commercial frameworks, contractual terms, and collateral that support profitable and scalable business offerings.
• Identify, assess, and mitigate commercial and business risks, providing clear recommendations and solutions to enable successful outcomes.
• Lead and develop commercial teams, fostering collaboration, capability growth, and high-quality service delivery across stakeholders and regions.
• Build strong relationships with customers, partners, and internal leadership to support strategic growth initiatives and commercial success.

Requirements and Experience

In order to thrive in this role, we would envisage you having:

• Experience in negotiating complex and high value IT transactions
• At least 5 years commercial experience in the IT industry
• Finance, Legal and IT technical qualifications are desirable

Why Fujitsu?

We are an organization 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 (Australian Workplace Equality Index) Platinum Employer status, and Rainbow Tick certification for LGBTI+ inclusion show that we value an inclusive culture.
• We offer tailored career paths across our global organization 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 highly 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; veterans, Australian Defence Force (ADF) and emergency responders. Transgender and gender-diverse applicants can request a copy of our Frequently Asked Questions to assist with the recruitment journey.