Head of Inside Sales and Sales Operations – Fujitsu Computer Products – Sunnyvale, CA Full Time

Fujitsu, Ltd. is based in Tokyo, Japan has more than $40 Billion in annual sales, with 160,000+ employees that support customers in more than 100 countries.

. is a wholly owned subsidiary of Fujitsu Ltd. and is a leading provider of Internet-focused information technology solutions for the global marketplace. Its pace-setting technologies, best-in-class computing and telecommunications platforms, and worldwide corps of systems and services experts make it uniquely positioned to unleash the infinite possibilities of the Internet to help its customers succeed.

Fujitsu Computer Products of America, Inc. (FCPA) is an established leader in the Document Imaging industry, delivering innovative scanning solutions and services that enable our customers to solve critical business productivity issues and streamline operations. They provide scanners and scanner maintenance services, through 4 U.S. based distribution partner resellers and software partners. As an overseas subsidiary of Fujitsu Ltd., the company benefits from the Fujitsu Ltd. annual investment in Research & Development by translating Fujitsu innovative technologies into products and solutions for the U.S. marketplace. The company is responsible for distribution sales and marketing, finance and administration, engineering, and technical support for the Fujitsu document imaging scanner business. See more here: or and/or Fujitsu Scanner Website: and Fujitsu Scanner Parts, Consumables, and ScanAid Kits Website: .

POSITION SUMMARY: Located in Sunnyvale, CA, the Senior Director, Inside Sales & Sales Operations will manage the team of in-house sales reps and the sales operations responsibilities to support functions essential to sales force productivity.

As head of Inside Sales, you will be responsible for managing the inside sales team who are the point of contact for service contracts and pre-sales hardware questions within their assigned territory. This role will be responsible for increasing the quality and quantity of qualified leads for the Account Managers resulting in a stronger pipeline and increased revenue by fostering prospects, building trust and rapport that leads to opportunity within the reseller channel and with end-users.

As the head of Sales Operations, you will be responsible for the collection analysis and reporting of sales related data in an on-going effort to increase overall sales productivity. In this role you will partner with the sales, marketing and IT team to manage SalesForce which is used to track and report sales pipeline activities. You will also partner with Finance and HR to lead the planning and sales quota allocation process in concert with the sales team and leadership team.

POSITION RESPONSIBILITIES:

As Head of Inside Sales your responsibilities include, not no limited to:

Fully responsible to contribute to achieving the Company’s numerical goals (budget) such as revenue, profit, expense, POS and channel inventory.

Create a high-energy culture with a strong “phone first” emphasis for generating new pipeline opportunities through and with for FCPA’s channel partners.

Manage a team of Inside Sales Reps responsible for jointly managing assigned accounts with the field-based account managers in addition to their own exclusively managed accounts.

Work collectively with the Sr. Director of Sales to implement and carry out a sales plan and strategy to generate new pipeline and revenue.

Become an instrumental part of recruiting, hiring, on-boarding and training of new employees

Provide clear metrics around productivity, pipeline conversion, and achieve quota based on assigned accounts.

Leads the Inside Sales team in following sales methodology and best practices including effectively using Salesforce.com.

Provides ongoing mentorship to sales reps to teach appropriate prospecting techniques, key account management and general account maintenance.

Assesses skill sets and provide ongoing coaching and feedback to team members to meet objectives and reinforce sales methodology.

Guides sales reps on how to manage key relationships in the Channel and work closely with the Field and other internal FCPA resources.

Acts as a point of escalation for customers and channel partners and assists inside sales strategies.

Manages appropriate pipeline and forecast and ensures accurately reflected in Salesforce.com; is aware of all top deals in their area and can provide details on status and close plan.

Ability to work with sales reps to assess customer challenges, identify and address problem areas, formulate relevant solutions and present the solution effectively.

On-going maintenance, updates and creating new information for FCPA Central as required.

As Head of Sales Operations your responsibilities include, not no limited to:

Lead and manage all Sales Operations function and maximizing revenue growth for the sales organization through development, implementation and ongoing maintenance of sales and service programs and initiatives.

Partner with the Sales, Marketing, and Product Management teams to develop and execute strategy for achieving annual sales goal by territory, distribution channel and key accounts,

Develop performance metrics and data analysis to provide the leadership team of pipeline and sales activities using SalesForce.

Partner with leadership team to manage sales and POS forecasting, planning, and budgeting processes used within the sales organization.

Partner with Finance and HR to help design, develop and implement a motivating incentive compensation plan to support paying for performance and rewarding talent

Manage internal sales policy and procedures for use and maintenance of CRM (SalesForce)

Handle all the reporting needed for the Sales team using Sales Force.

Partner with marketing to design flyers and marketing materials necessary to service customers.

Review and analyze call activity reports and provide feedback on things that need improvement.

Respond to all discounting requests made by the sales team.

Evaluate and research each discounting request by using appropriate Sales Force tools on a case by case basis to determine the feasibility and justification for discount offering.

Conduct sales forecast by reviewing Sales Force to ensure all legit deals are entered and updating sales opportunities in a timely manner so that inventory can be well stocked.

Participate and engage in monthly planning sessions to determine product needs and allocation to channel partners

Work cross-functionally with Marketing and Sales Reps to develop effective sell-in strategies.

Generate adhoc reports on sales and pricing and product management.

Conduct quantitative analysis including ROI, trending, forecasting regression, correlations etc.

Answer day to day questions on sales operations.

ADDITIONAL DUTIES AS ASSIGNED: May receive objectives, assignments, guidelines and special projects at the request of head of the department and/or CEO and Vice Presidents and exercises discretion in their implementation, maintaining confidentiality in all matters as directed.

Qualifications

EXPERIENCE: More than 10 years’ previous sales operations, inside sales and value-based sales experience promoting solutions to C level executives, preferably in the technology industry, with an excellent understanding of relating the technology’s value to a customer’s business need along with business development, strong familiarity with prospecting and closing sales. Experience managing a team of sales representatives.

EDUCATION: Bachelor’s degree in Business Administration, Marketing or Sales or similar field of study.

Fujitsu