Responsibilities:Work with Customers to understand their business strategy and develop IT strategies and architecture for significant areas of Their business,Define major technical projects for customers or Fujitsu, influencing their view of acceptable investment level, determine strategies, architectures, and proposals,Formulation of business case, value proposition and opportunity qualification,Identify solution options that are competitive and that offer the best fit against the customer requirements, exploring all solution possibilities (standard and non-standard service offerings) and challenge line of business/service tower status-quo, where necessaryConduct and facilitate Customer-facing workshops, proposal presentations, and Solution defense,Preparing and conducting Due Diligence activitiesSupporting Transition and Transformation handover to deliveryActively manage and coach a medium/large solution design team consisting of Lead Domain Architects (multiple towers), SMEs, Bid Management and support functions,Take ownership of the end-to-end solution throughout the solution design lifecycle including its shaping, construction and reviews ensuring that all solutions have undergone peer review from management or delegate, consolidating the Solution Inputs from the Tower Leads, SMEs and Domain ArchitectsDefine the approach to a complex solution development including identification of solution theme, win strategy, strategic level risks and remedies,Create a High-Level solution blueprint for the opportunity, identifying the key solution elements, operating model, and delivery approach,Combine knowledge of Fujitsu service offerings, skills and experience, market expertise and trendsEnsure that the overall solution (operating model/transition plan/solution design) is competitive and meets the customers business requirements.Responsible for owning the Customer Response Documentation and Internal Solution CollateralContribute to the proposal deliverables and authoring activities, taking ownership of the solution overview and any assigned response sections and provide guidance, support and coaching to authors and other contributors,Advisory role to Financial Engineering for Solution Costing and Pricing, contribute to the commercial and financial approval process,Participate in bid assurance, bid reviews, and defend the solution. Ensure all solution elements fully comply with the Company's governance and approval process,Provide presales support and consultancy around current cost of delivery, potential solution models and approaches, benefits analysis and input into provocations and early engagements,Shares knowledge with colleagues and makes useful additions to Fujitsu's presales knowledge repositories.Represents Fujitsu at customer forums, conferences, and professional bodies to build Fujitsu's reputation in the marketplaceRequirements:Experience of working on at least 4 - 6 large and complex IT Services deals with more than 50M USD TCVExperience in IT managed services organization as a Manager, responsible for Presales, Solution Architecture (Data Centre, Databases, Storage, IT infrastructure, Virtualization, Public Cloud (Azure, AWS, GCP, OCI), Workplace, Enterprise Cybersecurity)Management experience in multicultural environment, ability to work with multiple CxO Level Stakeholders in Customer and internal environment,Negotiation skills, competitive and value creating posture, business value articulation skills (presentation techniques, storyboarding, storytelling)Experience in key/strategic transition and transformation programs,Experience and knowledge of the bid lifecycle processes, solution design and costing approaches, and well-established architectural development methodologies (e.g., TOGAF, Design Thinking, Agile),Ability author technical service documentation and persuasive, targeted, concise proposal documents,Ability to influence senior stakeholders both internally and externally,Problem solving skills: able to think conceptually and tackle complex problems by redefining the situation into well-defined requirements and potential solutions,Critical thinking & analytical mindset.Fluent in English (C1/C2),Fluent in French (C1/C2) – must have, other languages a plus,Good business and data analysis skills,Proficient in MS Office.#J-18808-Ljbffr
