Strategic Partner Manager

Our purpose is to make the world more sustainable by building trust in society through innovation. The newly formed UK Technology Group is on a mission to build resilient, secure digital foundations, reinforced with integrated intelligence, to unlock and sustain net positive outcomes. As a Strategic Partner Manager, you will contribute to this through developing and managing high-impact relationships with key partners. You will play a pivotal role in shaping Fujitsu’s partner ecosystem, developing and executing joint go-to-market initiatives, and unlocking new revenue streams through collaboration and innovation.

As such in this role you will be responsible for:

• Target identification: Examining our portfolio of existing and potential ecosystem partners to identify potential targets for focused collaboration and joint go-to-market planning.
• Target assessment and prioritisation: Objectively assessing the potential of prospective partners to either (1) enhance Fujitsu’s capacity and capabilities, (2) add value to our customers through facilitated introduction, (3) support the development of joint go-to-market activities or (4) enable Fujitsu to trade with customers through the partner as an indirect sales channel.
• Partner Strategy & Development: Define and execute strategic plans for partner engagement, growth, and alignment with Fujitsu’s business objectives. Identify and onboard new strategic partners that complement Fujitsu’s portfolio and market ambitions.
• Relationship Management: Build and maintain strong executive-level relationships with partners. Act as the primary point of contact, ensuring mutual value creation and long-term success.
• Go-to-Market Execution: Collaborate with sales, marketing, and product teams to develop joint value propositions and co-selling strategies. Drive partner-led pipeline generation and support deal execution.
• Performance & Governance: Monitor partner performance against KPIs and ensure compliance with contractual obligations and ensure plans remain on track. Lead quarterly business reviews and strategic planning sessions.

As a Strategic Partner Manager, you’ll identify and nurture relationships with key ecosystem partners, unlocking collaborative opportunities that drive mutual growth and lasting value. Joining us means becoming a trusted architect of partnership success, where your vision and influence will help deliver sustainable impact for both Fujitsu and our customers.

Your transferable skills and experience:

• Industry awareness: Knowledgeable about Fujitsu’s target sectors, the competitive landscape, industry trends and what is required to stand out in the congested marketplace.
• Partner engagement: Demonstrable experience of building deep, trusted relationships with new name target customers or partners that resulted in the securing of large IT services contracts.
• Stakeholder influence: Ability to secure buy-in for plans and investments necessary to activate and enable partner plans. You will work closely with internal stakeholders across sales, delivery, legal, and finance to ensure seamless partner engagement. You will champion partner advocacy within Fujitsu.
• Strategic planning: Systematic thinking enabling objective decision making when considering alternative options and associated prioritization of effort. You will have a can-do attitude to navigate ambiguity and an entrepreneurial environment to unlock opportunities and get things done.
• A completer-finisher mindset: The role is suited to individuals who are competitive in nature and are driven to close business.
• Commercial Acumen and Value Proposition development: The ability to understand and apply business principles to create mutually beneficial relationships with our partners, through balancing strategic thinking with practical execution to drive revenue, market growth, and customer value through partnerships. You will be adept at structuring commercial agreements that balance risk and reward. Navigating pricing models, incentives, and co-investment strategies.

Please note: It’s still worth applying even if you do not meet all the requirements above. We are passionate about investing in you and your career and if you have the transferable skills/ background in Partner Management this could be the next opportunity for you.

Recruitment process: The recruitment process consists of two-three stages of interviews.

We are a Disability Confident Employer and will offer an interview to disabled applicants who meet the minimum/essential criteria for the role. Email EMEIArecruitment@fujitsu.com if you would like to apply through the Disability Confident Interview Scheme.

Achieve together: We are recognised as a responsible and inclusive employer: Not only are we a certified Disability Confident Leader, a Times Top 50 employer for Gender Equality, a Top 75 employer for Social Mobility, accredited with the Living Wage Foundation and a signatory for the Race at Work Charter, but we are also committed to the United Nations standards for LGBTI+ and a Stonewall Top 100 Employer.

We are people centric: Our work environments enable you to Be Completely You. Our active people-led Inclusive Community networks are representative of all aspects of diversity and are instrumental in enabling and supporting our innovative approach to inclusion.