Strategic Sales & Dealmaker BeLux

Fujitsu Careers; Brussels (IL); On-site; USD 174,000 - 347,000; Full time

Job summary

Fujitsu is seeking a Strategic Sales/Deal Maker to identify, lead and close complex IT deals typically >€10m TCV. You will build deep client relationships, shape win strategies, and coordinate cross-functional teams to deliver outcomes that align with Fujitsu’s goals.

Location flexible across the country with a vibrant, diverse sales team. You will lead pursuit teams, negotiate contracts, and ensure governance and forecasting accuracy while maintaining client obsession and adherence to

Qualifications

• A proven salesperson with a track record of closing large deals.
• Strong ethics and integrity in all dealings.
• Advocate for diversity and inclusion in teams.
• Deep understanding of how digital impacts clients.
• Proven relationship-building skills inside client orgs.
• Entrepreneurial, innovative, and commercially minded.
• Commitment to sustainable business practices.

Responsibilities

• Understand client objectives and market context for each deal.
• Assess competitive landscape and advise on win strategy.
• Navigate alliance, partner, and advisor networks.
• Develop broad client relationships across the organisation.
• Articulate why Fujitsu is the right partner.
• Ensure clients become strong future references.
• Identify IT clients and generate new opportunities.
• Maintain relationships to meet and exceed needs.
• Create strategic sales plans to hit revenue targets.
• Negotiate contracts aligned with company goals.
• Stay current on industry trends and events.
• Engage with IT industry associations to source leads.
• Lead bid teams for large deals and drive win rates.

Skills

Large deals

Integrity

Diversity & inclusion

Digital transformation

Relationship building

Entrepreneurial mindset

Sustainability

Multilingual

Job description

Location Flexibility: Multiple Locations in Country

Posting Start Date: 8/4/26

At Fujitsu, our purpose is to make the world more sustainable by building trust in society through innovation. Founded in Japan in 1935, Fujitsu has been a pioneer in technology and innovation for decades. Today, as a world-leading digital transformation partner, we are committed to transforming business and society in the digital age.

With approximately 130,000 employees across over 50 countries, Fujitsu offers a broad range of products, services, and solutions. We collaborate with our customers to co-create solutions that drive enterprise-wide digitalization while actively working to address social issues and contribute to the United Nations Sustainable Development Goals (SDGs).

The purpose of theStrategic Sales/Deal Maker is to prospect, identify and lead outstanding sales, from qualification to contract signature, usually >€10m TCV. Typically, you will lead one active deal at a time, with advisory input into deals earlier in their sales cycle, that are yet to be qualified.

Being truly client-centric and developing a relationship with the client, relevant to a specific deal, that has both breadth and depth, you will develop a detailed understanding of the client’s business and functional requirements. This will enable you to build and lead the right pursuit team, determine a clear, differentiated strategy to win the client’s selection process, negotiate an acceptable contract and sign the deal.

This is a fantastic opportunity to join a vibrant, diverse sales team that has client obsession and people excellence at its heart.

Roles And Responsibilities

• Understand and be able to articulate the client’s key business objectives and challenges, across all areas of their business operations, relevant to each deal you identify. Understand the market in which the client operates, together with any applicable local or international regulations.
• Clearly understand the competitive landscape with the client and the threats that poses to the company. Ghost competitor approaches to the deal and use this to improve our win strategy.
• Clearly understand the alliance, partner, analyst and advisor landscape with the client and the opportunities that creates, relevant to your deal.
• Develop a broad set of strong relationships across the whole of the client’s business, which reaches from c-level down into the client organisation, to include client people who are actively coaching. Engage a full range of people to support and grow this relationship, working closely with our account teams.
• Clearly articulate ‘why’ our company is relevant to the client.
• Ensure the clients will become an outstandingly positive reference for the company

Business Development

• Identify and target potential clients in the IT sector to generate new business opportunities
• Develop and maintain relationships with clients, ensuring that their needs are met and exceeded
• Analyze market trends and identify areas for growth and expansion
• Create and execute strategic sales plans to meet and exceed revenue targets
• Negotiate contracts and agreements with clients, ensuring that they align with the company's goals and objectives
• Stay up-to-date with industry trends and developments to maintain a competitive edge
• Attend industry events and conferences to network and generate leads
• Be connected with IT industry associations (eg Agoria, ADM etc).

Sales Leadership and Execution

• Create, lead and inspire bid teams to close deals >€10m - 100m TCV.
• Lead your teams and stakeholders to be obsessive about the client, the competition and how we win.
• Deploy techniques such as win strategy workshops, price to win exercises, deal health reviews, and competitive ghosting, to maximise win rate.
• Close your deals and maximise your win rate beyond 60%.
• Constantly re‑qualify your deals, throughout the sales cycle.
• Ensure 100% compliance with company governance processes.
• Ensure accurate monthly sales forecasting and update CRM tools appropriately and in a timely manner.
• Provide insights to the leadership team for continuous improvement of services and offerings

Required Skills And Experience

• A proven sales person, with a track record of closing deals >€10m TCV.
• Trustworthy, transparent, ethical and operate with high integrity.
• A pro‑active advocate of diversity and inclusion.
• Strong understanding of how digital impacts clients, highly client centric.
• Relationship building skills, within the client and within the company.
• Entrepreneurial, innovative and commercially astute.
• A commitment to environmentally sustainable business practices and decarbonisation.
• Ideally fluent Flemish, French and English speaker.

At Fujitsu, we are committed to an inclusive recruitment process that values the diverse backgrounds and experiences of all applicants. We believe that hiring people from a wide variety of backgrounds makes us stronger, not because it's the right thing to do, but because it allows us to draw on a wider range of perspectives and life experiences. #Europe_Priority