Regional Sales Manager Luxembourg
FujitsuRegional Sales Manager —
GD Luxembourg & Province of Luxembourg
Department: Sales
Reports to: Country Sales Leadership (BeLux)
Supported by: Sales Associate (Internal Sales) for quotes, bids, order follow-up, CRM hygiene, and pipeline admin
Role Purpose
Own and grow end-customer business within the Grand Duchy of Luxembourg and Province of Luxembourg, leveraging Fsas Technologies’ Vendor+ portfolio. The RSM creates commercial value by identifying, shaping, and closing solution deals that combine Fsas own-IP combined with selected 3rd-party technologies and Fsas professional services—delivering complete outcomes for customers while expanding recurring revenue and margin.
What “Vendor+” means in this role
Fsas is a manufacturer of high-quality own-IP products with a focused core portfolio. Vendor+ combines our professional services & consultancy with selected third-party hardware, software, and services to deliver a complete solution that maximizes customer value.
Territory & Go-to-Market
Territory: Grand Duchy of Luxembourg + Province of Luxembourg (Région Luxembourg).
GTM model:
Luxembourg: 100% channel (sell-with/through approved partners).
Belgium (Province of Luxembourg): Direct or channel, selecting the path that brings the highest value for our end customer
Key Accountabilities
End-Customer Ownership
Build executive and technical relationships at named end-customers; map buying centers, initiatives, and budgets.
Create account plans with clear growth plays (land, expand, renew, upsell) using Vendor+ solutions.
Channel Leadership (Luxembourg)
Drive pipeline with and through accredited partners; enable, co-sell, and co-plan.
Ensure partner readiness (training, certifications, use of Fsas tools) and deal governance.
Direct & Hybrid Motion (Province of Luxembourg)
Qualify the optimal route (direct vs. channel) per opportunity; justify choice in the account plan.
Orchestrate partner involvement where it increases value or reach.
Vendor+ Portfolio & Alliances
Position Fsas own-IP with selected alliance technologies (e.g., storage, virtualization, data protection, networking, security) plus Fsas services to deliver complete solutions and measurable outcomes.
Lead multi-party pursuits and ensure solution fit, TCO/ROI, and risk management.
Pipeline, Forecast & Deal Execution
Maintain a healthy 3×–4× pipeline; submit accurate monthly forecasts; progress deals through defined stages with next-step rigor.
Identify decision makers & stakeholders, run value-based sales cycles, and close on time.
Sales Systems & Process
Keep CRM data clean and current; adhere to pricing, approval, and compliance processes.
Leverage the Sales Associate for quoting, tender administration, documentation, and order tracking.
Market & Portfolio Mastery
Maintain high levels of competitive, market, and solution know-how; feed insights into planning and campaigns.
Key Performance Indicators
Revenue & Gross Margin from end-customers in territory.
New Logo wins and cross-sell/upsell within installed base.
Vendor+ mix.
Forecast accuracy, win rate, and pipeline coverage/velocity.
Partner-influenced bookings (Luxembourg) and partner enablement milestones.
Core Competencies
Drive for Results • Influence & Impact • Analytical Thinking • Customer Orientation • Networking & Interpersonal Skills • Conflict Resolution • Problem Solving • Presentation & Communication • Negotiation • Portfolio Knowledge (Vendor+).
Experience & Qualifications
Proven channel & mid-market sales success in BeLux (public and/or commercial) in data-center/infra solutions.
Demonstrated ability to manage end-customer cycles while orchestrating partners.
Strong solution selling (business case/TCO), multi-stakeholder deal leadership, and forecast discipline.
Languages: French (native) & English required; Dutch and/or German a plus for regional coverage.
Willingness to travel across Luxembourg and Belgian Province of Luxembourg with regular visits to the Brussels Fsas office