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Practice Director

2 months ago

Sydney, New South Wales, Australia Fujitsu Full time
About the Role

This is a critical leadership position that spans across multiple layers of the organization.

  • Engage: Portfolio development; demand generation; sales support/pre-sales
  • Build: Project execution governance; delivery oversight
  • Run: Strategic client engagement; relationships, farming etc. Management of the Practice; revenue forecasting, staff management, month end financials.

Work with the Business Applications ADX Leadership team to implement and communicate a vision and strategy for the Practice (including Transformational Application Sustainment, DevOps, Digital Performance Management, and Managed Services Tools). Grow and manage a team of practitioners with the aim of expanding the Practice and delivering value to clients.

Develop and maintain Practice collateral that will support sales campaigns, including defining and maintaining a high-quality and consistent pre-sales capability consisting of demonstration systems, solution overviews, certified product demonstrators, project resource models, pricing strategies, etc.

Key Responsibilities
  • Provide oversight across a portfolio of Application Sustainment accounts.
  • Have an active role in the management of the practice financials.
  • Grow the practice while providing mentorship and guidance to direct and indirect reports within the practice.
  • Co-Lead the ongoing evolution of the Practice.
  • Inspire commitment to One Fujitsu.
  • Contribute strategic and tactical advice to proposals and subsequent stages of the procurement process to win deals.
  • Increase the Global Delivery Centres involvement.
  • Contribution to renewal of existing contracts (where assistance required).
  • Win new name account.
  • Increase in volume and quality of pipeline.
  • Focuses on activities that deliver value for customers.
  • Creates value by working collaboratively with customers, co-creating new solutions.
  • Work closely with strategic partners in order to enhance Fujitsu brand within partner ecosystem.
  • Demonstrates future orientation and thinks beyond known role models, methods or geographical boundaries.
  • Thinks and acts in an agile and flexible way in order to create new ideas, concepts and solutions to benefit Fujitsu.
About You

Qualifications/Experience:

  • 10+ years demonstrated Application Sustainment leadership.
  • Expert, hands-on knowledge of Application Management Services, with extensive experience with Application Sustainment Methodologies and trends.
  • Adept at working with Sales team members in an effort to support business development and capture efforts to close deals with clients.
  • Strong market-facing pre-sales experience.
  • Must be an Australian Citizen and have current or be able to obtain AGSVA security clearance

Preferred skills/Experience:

  • ITIL certified.
  • Demonstrated, progressive experience building and growing a practice.
  • Knowledge of the Application Sustainment competitive landscape

Professional skills:

  • Demonstrated leadership ability.
  • Excellent verbal, interpersonal and written communication skills.
  • Problem solving and decision-making capabilities.
  • Must be entrepreneurial and willing to build a practice with a focus on capability, business and people development.
  • Comfortable speaking or presenting to an audience.