Fujitsu
Regional Sales Manager — Belgium
Regional Sales Manager — Belgium
Department: Department:
Sales Reports to:
Country Sales Leadership (BeLux) Supported by:
Sales Associate (Internal Sales) for quotes, bids, order follow-up, CRM hygiene, and pipeline administration
Role Purpose Own and grow end-customer business within
Belgium , with a primary focus on Flanders and leveraging Fsas Technologies’
Vendor+ portfolio . The Regional Sales Manager (RSM) creates commercial value by identifying, shaping, and closing end-to-end solution deals that combine
Fsas’s own-IP
with selected
third-party technologies
and
professional services —delivering measurable business outcomes while expanding recurring revenue and margin.
What “Vendor+” Means in This Role Fsas develops high-quality, own-IP products with a strong and focused core portfolio. “Vendor+” extends this value by combining Fsas’s consulting and professional services with selected third-party hardware, software, and services—enabling complete, outcome-driven solutions for our customers.
Territory & Go-to-Market Territory:
Belgium (mainly Flanders)
Go-to-Market Model
Flanders: Predominantly direct sales to mid-market and enterprise end-customers, supported by select partners.
Key Accountabilities End-Customer Ownership
Build and maintain strong executive and technical relationships at named accounts.
Map customer organizations, initiatives, and budgets to identify growth opportunities.
Develop territory plan alongside account plans with clear growth strategies (land, expand, renew, upsell) based on Vendor+ offerings
Channel Leadership (where applicable)
Drive joint pipeline creation and deal execution with qualified partners in your region
Enable, co-sell, and co-plan with key resellers and system integrators.
Ensure partner enablement (training, certifications, usage of Fsas tools) and proper deal governance.
Solution & Portfolio Leadership
Position Fsas’s own-IP in combination with strategic alliance technologies (e.g., networking, data protection, virtualization, security).
Lead multi-stakeholder solution engagements ensuring business case clarity, ROI/TCO justification, and customer success.
Pipeline, Forecast & Deal Execution
Maintain a healthy 3×–4× pipeline coverage.
Deliver accurate monthly forecasts and manage opportunities with defined next steps and milestones.
Conduct structured value-based sales cycles and ensure timely closure.
Sales Systems & Process
Maintain accurate and up-to-date CRM data.
Follow pricing, approval, and compliance procedures.
Leverage the Sales Associate for quotes, tenders, documentation, and order tracking.
Market & Portfolio Mastery
Stay current on market trends, competitors, and technological developments.
Provide feedback and insights to inform go-to-market planning and campaigns.
Key Performance Indicators
Revenue and gross margin from end-customers in territory.
New logo acquisition and cross-/upsell performance in installed base.
Vendor+ portfolio mix.
Forecast accuracy, pipeline coverage, and win rate.
Partner-influenced bookings and enablement progress.
Experience & Qualifications
Proven
B2B sales success
in Belgium (mid-market or enterprise) within
IT infrastructure, cloud, or data center solutions .
Strong experience managing end-customer relationships while engaging and orchestrating channel partners.
Solid track record in solution selling, value-based sales, and forecast management.
Excellent communication and presentation skills at both executive and technical levels.
Languages:
Dutch and English required; French is a plus.
Willingness to travel across Belgium with occasional visits to the Fsas office (Diegem)
Core Competencies Drive for Results • Customer Orientation • Analytical Thinking • Communication & Presentation Skills • Negotiation & Influence • Relationship Building • Problem Solving • Business Acumen • Solution & Portfolio Knowledge (Vendor+) Consultative selling
#J-18808-Ljbffr
Department: Department:
Sales Reports to:
Country Sales Leadership (BeLux) Supported by:
Sales Associate (Internal Sales) for quotes, bids, order follow-up, CRM hygiene, and pipeline administration
Role Purpose Own and grow end-customer business within
Belgium , with a primary focus on Flanders and leveraging Fsas Technologies’
Vendor+ portfolio . The Regional Sales Manager (RSM) creates commercial value by identifying, shaping, and closing end-to-end solution deals that combine
Fsas’s own-IP
with selected
third-party technologies
and
professional services —delivering measurable business outcomes while expanding recurring revenue and margin.
What “Vendor+” Means in This Role Fsas develops high-quality, own-IP products with a strong and focused core portfolio. “Vendor+” extends this value by combining Fsas’s consulting and professional services with selected third-party hardware, software, and services—enabling complete, outcome-driven solutions for our customers.
Territory & Go-to-Market Territory:
Belgium (mainly Flanders)
Go-to-Market Model
Flanders: Predominantly direct sales to mid-market and enterprise end-customers, supported by select partners.
Key Accountabilities End-Customer Ownership
Build and maintain strong executive and technical relationships at named accounts.
Map customer organizations, initiatives, and budgets to identify growth opportunities.
Develop territory plan alongside account plans with clear growth strategies (land, expand, renew, upsell) based on Vendor+ offerings
Channel Leadership (where applicable)
Drive joint pipeline creation and deal execution with qualified partners in your region
Enable, co-sell, and co-plan with key resellers and system integrators.
Ensure partner enablement (training, certifications, usage of Fsas tools) and proper deal governance.
Solution & Portfolio Leadership
Position Fsas’s own-IP in combination with strategic alliance technologies (e.g., networking, data protection, virtualization, security).
Lead multi-stakeholder solution engagements ensuring business case clarity, ROI/TCO justification, and customer success.
Pipeline, Forecast & Deal Execution
Maintain a healthy 3×–4× pipeline coverage.
Deliver accurate monthly forecasts and manage opportunities with defined next steps and milestones.
Conduct structured value-based sales cycles and ensure timely closure.
Sales Systems & Process
Maintain accurate and up-to-date CRM data.
Follow pricing, approval, and compliance procedures.
Leverage the Sales Associate for quotes, tenders, documentation, and order tracking.
Market & Portfolio Mastery
Stay current on market trends, competitors, and technological developments.
Provide feedback and insights to inform go-to-market planning and campaigns.
Key Performance Indicators
Revenue and gross margin from end-customers in territory.
New logo acquisition and cross-/upsell performance in installed base.
Vendor+ portfolio mix.
Forecast accuracy, pipeline coverage, and win rate.
Partner-influenced bookings and enablement progress.
Experience & Qualifications
Proven
B2B sales success
in Belgium (mid-market or enterprise) within
IT infrastructure, cloud, or data center solutions .
Strong experience managing end-customer relationships while engaging and orchestrating channel partners.
Solid track record in solution selling, value-based sales, and forecast management.
Excellent communication and presentation skills at both executive and technical levels.
Languages:
Dutch and English required; French is a plus.
Willingness to travel across Belgium with occasional visits to the Fsas office (Diegem)
Core Competencies Drive for Results • Customer Orientation • Analytical Thinking • Communication & Presentation Skills • Negotiation & Influence • Relationship Building • Problem Solving • Business Acumen • Solution & Portfolio Knowledge (Vendor+) Consultative selling
#J-18808-Ljbffr