Technology Business Development Manager

About the role

This position bridges the gap between Fujitsu’s advanced technologies and client needs and to be part of the global project and business development of the new Arm-based processor “FUJITSU-MONAKA” working with leading engineers from the world top ranked supercomputer “Fugaku” processor development.

Responsibilities

• Develop and execute business development strategies to expand adoption of FUJITSU-MONAKA solutions in North America.
• Identify and develop opportunities with CSPs, enterprise customers, government agencies, national laboratories, universities, and AI/HPC customers.
• Manage the complete sales cycle from opportunity creation to purchase commitment and order acquisition.
• Develop customer account plans and build long-term strategic relationships with executive and technical stakeholders.
• Support pricing strategy, proposal development, quotation processes, and contract negotiations.
• Serve as the primary interface between customers and Fujitsu technical teams.
• Understand customer workloads, business requirements, and technical challenges to identify the best-fit MONAKA solutions.
• Conduct technical presentations, demonstrations, workshops, and executive briefings.
• Cook up responses to customer technical inquiries and manage issue resolution.
• Support benchmarking, qualifications, proof-of-concept (PoC), and pilot deployments.
• Lead evaluation and PoC projects with customers and partners.
• Create and manage project schedules, milestones, risks, action items, and executive reporting.
• Coordinate cross-functional teams including engineering, product management, sales, marketing, supply chain, and external partners.
• Drive successful project execution while maintaining customer satisfaction.
• Establish and expand partnerships with server OEMs/ODMs, ISVs, cloud providers, system integrators, and technology ecosystem partners.
• Coordinate joint go-to-market activities with strategic partners.
• Develop joint value propositions and business models for target markets.
• Support partner enablement programs and ecosystem expansion.
• Collect customer and market requirements and provide feedback to product and engineering teams.
• Analyze market trends, competitor positioning, and emerging opportunities.
• Contribute to future product strategy and business planning.
• Support marketing initiatives including conferences, customer events, webinars, and industry engagements.
• Support order management, delivery planning, customer onboarding, and deployment readiness activities.
• Cook up shipment schedules, hardware allocation, and customer communication with supply chain teams.
• Aid in building scalable customer support and operational processes for global deployment.

  Requirements

  • Bachelor's degree in Engineering, Computer Science, Information Systems, or a related technical discipline.
  • 8+ years of experience in business development, technical sales, account management, program management, or customer success roles.
  • Prominent experience managing complex customer engagements in data center, cloud, AI, HPC, networking, server, semiconductor, or infrastructure markets.
  • Demonstrated track record of winning new business and managing strategic customer relationships.
  • Experience leading multi-stakeholder projects involving customers, partners, and engineering organizations.
  • Strong understanding of: Server platforms Data center infrastructure Cloud environments (AWS, Azure, GCP) AI/HPC systems Processor architectures (Arm, x86, RISC-V) Networking technologies and storage infrastructure.
  • Ability to understand and communicate technical concepts to both technical and executive audiences.

  Skills

  • Excellent communication, presentation, negotiation, and relationship-building skills.
  • Strong project management and problem-solving abilities.
  • Self-motivated and capable of operating independently in a fast-paced environment.
  • Ability to travel domestically and internationally as required.

  Preferred Requirements

  • Master's degree in Engineering, Computer Science, Business Administration (MBA), or related field.
  • Experience with: AI infrastructure LLM inference platforms HPC clusters Data center modernization Arm-based server technologies.
  • Existing relationships within: Hyperscalers National Laboratories Department of Energy (DOE) Defense sector Research institutions Enterprise AI customers.
  • Experience working with OEM/ODM partners such as server manufacturers and system integrators.
  • Knowledge of semiconductor product commercialization and ecosystem development.
  • Understanding of benchmark methodologies and performance evaluation processes.
  • Experience operating in global organizations and collaborating with international engineering teams.