Polen, KatowicePolen, Katowice


Erstellungsdatum 12.02.2024

Lead Deal Architect with German

Job Description

  • 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 necessary
  • Conduct and facilitate Customer-facing workshops, proposal presentations, and Solution defence,
  • Preparing and conducting Due Diligence activities
  • Supporting Transition and Transformation handover to delivery

  • Actively 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 Architects
  • Define 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 trends
  • Ensure 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 Collateral
  • Contribute 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 marketplace

  • Experience of working on at least 4 - 6 large and complex IT Services deals with more than 50M USD TCV
  • Experience 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 German (C1/C2) - must have, other languages a plus,
  • Good business and data analysis skills,
  • Proficient in MS Office.

About the Team

Fujitsu in Poland

Fujitsu offices in Poland are located in Warsaw, Łódź and Katowice. In Warsaw we perform sales and client support services. The Global Delivery Center Poland, located in Łódź and Katowice, employs specialists within business areas: Service Desk, Service Management, DX Services, Application & Multi-Cloud Services, Workforce & Workplace Services, Enterprise Cyber Security Services, Business Process Services oraz Program & Project Services.

In Łódź, Fujitsu also employs professionals for Fujitsu Business Services, in the following areas: Finance (P2P, O2C, General Ledger, Project and Contract Accounting, Treasury, Master Data, Bid Finance Team and Product Pricing Office), Supply Chain (Order Management & Procurement), Internal Audit, Assurance as well as HR Service Delivery.

At Fujitsu we firmly believe that technology enables people's happiness and wellbeing. As it plays a more important role than ever before, we must put people at the center of everything that we do. We believe a human-centric approach is the only way to deliver on the promise of the digital.

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