Fujitsu Australia
Fujitsu Australia is a leading provider of business, information technology and communications (ICT) solutions, partnering with corporate and government organisations to consult, design, build, operate and support modern digital services.
Date posted
February 29, 2026
Company
Fujitsu Australia
Their challenge for Proforce
Fujitsu Australia is a large and complex business requiring huge amounts of Intellectual Property in its staff to ensure its clients challenges can be dealt with on a domestic and global scale. Their core team was coming to retirement age in the sales function and it was essential that a succession plan was put in place to pass this invaluable knowledge across to a new generation of graduate Account Executives.
Who are Fujitsu Australia?
Fujitsu Australia is a large information and communications technology (ICT) services company that operates as the Australian and New Zealand arm of the global Fujitsu Limited group. It focuses on providing end‑to‑end IT services and solutions to corporate and government clients across the region.
What the business does
- Fujitsu Australia is a full-service IT and communications solutions provider, offering consulting, design, build, operation and support of business technology solutions.
- Its services span strategic IT consulting, application development and management, infrastructure services (including cloud and data centres), network design and integration, and ongoing managed services and support.
- It positions itself as a single supplier of choice for many large corporate and government organisations in Australia and New Zealand, especially for complex, long‑term ICT outsourcing and transformation deals.
Corporate structure and scale
- Fujitsu Australia Limited is a wholly owned subsidiary of Fujitsu Limited, a Japanese multinational ICT company; Fujitsu New Zealand Limited is in turn owned by Fujitsu Australia Limited.
- The company was established in 1972 in New South Wales and operates across Australia and New Zealand under the regional banner “Fujitsu Oceania.”
- It is one of the largest ICT service providers in the local market, generating over AUD 1 billion in annual revenue in recent years from computer system design and related services.
Key markets and customers
- Fujitsu Australia serves major sectors including financial services, health, manufacturing, retail, telecommunications, transport, utilities and government.
- Its typical customers are medium‑to‑large enterprises and public sector agencies that need integrated IT platforms, mission‑critical systems support, and digital transformation projects
What solution was built to address the issue?
ProForce Australia ran a nationwide graduate recruitment program to source high-potential university graduates for entry-level sales roles at Fujitsu, addressing succession planning for retiring senior account directors. ProForce’s model aligns with this by placing graduates in junior sales positions (such as account executives or business development roles) and providing structured soft skills training over their first year to accelerate their development into capable account managers.
Recruitment campaign
ProForce conducted national “Education Days” events at universities across Australia to attract and rigorously assess top graduates through group activities, presentations to executives, interviews, and aptitude tests. Only about 2% pass this selective process, ensuring high-caliber candidates with sales potential are selected for placement in junior sales roles at partner firms including major ICT companies.
Training Program
Placed graduates received four professional training modules in their first year, focusing on soft skills like assertive communication, customer service, social selling, personality types, and master-class sales techniques (developed by ex-IBM sales leader John Bryan). This built business acumen and prepared them to handle client relationships effectively, with ongoing support beyond the first year possible for longer-term development.
Succession and customer continuity
The program supported backfilling retiring account directors by fast-tracking graduates into mid-level roles, ensuring key customers receive seamless service from trained successors who understand the business. ProForce has placed over 15,000 graduates into 2,400 companies across sectors like IT, with many alumni rising to senior leadership, creating a talent pipeline for sustained client relationships.