Senior Business Developer – Mainframe Modernization Services (m/f/d)

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Fujitsu is a global partner for digital transformation and aims to make the world more sustainable and foster trust in society through innovation. With approximately 124,000 employees, Fujitsu supports its customers in over 100 countries in solving some of humanity's greatest challenges. Its service and solution portfolio for sustainable transformation is based on five key technologies: Computing, Networks, AI, Data & Security, and Converging Technologies.
We offer a supportive and flexible working environment that promotes work-life balance and actively supports individual career development. Diversity, equal opportunities, and inclusion are core values of our corporate culture. Together we have the future in mind - and for that, we need people with vision.

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Senior Business Developer – Mainframe Modernization Services (m/f/d)

Location:  Flexible across Europe (Remote/Hybrid options)

About The Role

Join our Elite Mainframe Modernization Team, led by the Global Mainframe Modernization Solutions Director, and help redefine how global enterprises modernize mission-critical systems. As Senior Business Developer, you’ll play a pivotal role in shaping and executing our go-to-market plan for modernization services, driving pre-sales and sales activities across qualified opportunities, and aggressively growing our market share.

You’ll work hand-in-hand with account managers to monitor and manage the opportunity backlog, ensure pipeline velocity, and maximize our win ratio and revenue stream. This specialized role is central to our goal of becoming the market leader in mainframe modernization — leveraging innovative sales tools, data-driven qualification, and a relentless focus on client success.

Key Responsibilities

• Lead pre-sales and sales for modernization services: Own the qualification, development, and closure of modernization opportunities — collaborating with technical teams, account managers, and executives to shape compelling solutions and business cases.
• Monitor, manage, and accelerate opportunity backlog: Proactively partner with account managers to ensure a robust, prioritized pipeline and drive opportunities from early qualification through to signed deals.
• Implement and optimize go-to-market strategy: Execute the modernization GTM plan and continuously refine sales processes, pursuit methodologies, and competitive positioning.
• Sales leadership & performance management: Track sales of qualified modernization opportunities, analyze performance, and provide regular forecasts and reporting to the Director and leadership team.
• Client engagement & market intelligence: Build strong relationships with key stakeholders, gather market insights, and support thought leadership efforts to strengthen our position as the #1 modernization provider.
• Contribute to standardization and industrialization: Help refine sales tools, qualification criteria, and pursuit processes to boost efficiency, scalability, and win rate across the service line.

What We’re Looking For

• Proven experience in business development, pre-sales, or solution sales for IT services — ideally with large enterprise/mainframe modernization or complex transformation deals.
• Track record of managing high-value sales pipelines and driving closure in a consultative selling environment.
• Strong collaboration skills with technical, product, and delivery teams.
• Ability to implement, execute, and continuously improve go-to-market strategies.
• Commercial acumen, negotiation skills, and comfort engaging senior client stakeholders.
• Agile mindset, data-driven decision-making, and a passion for innovation.
• Experience with opportunity management and sales automation tools (CRM, analytics).
• Bachelor’s or Master’s degree in Business, IT, or related field.

Why Join Us?

• Direct impact on market expansion, revenue growth, and the modernization service line's leadership goals.
• Collaborate closely with strategic leaders, technical experts, and global clients.
• Exposure to groundbreaking modernization programs blending cloud, AI, and next-gen delivery models.
• Competitive compensation, global reach, and strong pathways for career progression.

Ready to drive the growth of industry-defining modernization services?

Apply today and help lead our journey to become the #1 mainframe migration services 

Interested?

We look forward to receiving your application, stating your earliest possible start date and salary expectations. http://www.fujitsu.com/de/