Senior Presales Solution Architect

Found in: Talent AU C2 - 2 weeks ago

Melbourne, Australia Fujitsu Full time

SENIOR PRE-SALES SOLUTION ARCHITECT
We are Fujitsu

We use technology to make happier lives. We are a global leader in technology and business solutions that transform organisations and the world around us. We have a long heritage of bringing innovation and expertise, continuously working to contribute to the growth of society and our customers.

About the role

We are looking for a Senior “Pre-Sales” Solution Architect with a focus on developing  solutions across multiple enterprise customers and industries. You will build strong working relationships with Fujitsu’s customers, developing their faith in you, and further enhancing their view of Fujitsu as trusted business partner.

The Senior “Pre-Sales” Solution Architect will work as part of an expert team supporting sales on campaigns, presales, and bids. They work at senior management level to define and deliver solutions and technical projects/strategies/architectures, demonstrating an understanding of the customers’ business and commercial issues and contribute key insights. The role provides support and leadership for the solution definition, proposal and pricing and ensuring that the proposed Fujitsu solution is viable for the customer and is competitive offer

About you

Responsibilities and Accountabilities:

  • Work collaboratively with customers including senior executives and business stakeholders to understand their business strategy and develop IT solutions and architecture
  • Help customers see how technological and services issues / solutions affect their business strategies and establish customer requirements for a solution.
  • Provide consultancy around current cost of delivery, potential solution models and approaches and benefits analysis.
  • Build strong relationships and be a major influencer in the customer choosing Fujitsu.
  • Provide solution leadership in opportunity qualification and business approval meetings.
  • Prepare world class solutions for complex multi-vendor opportunities.
  • 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.
  • Combine knowledge of the customer’s strategy and requirements, Fujitsu service offerings and market trends and to design and propose compelling solutions.
  • Create the high-level solution blueprint for an opportunity, identifying the key solution elements, operating model and delivery approach.
  • Lead and coach design teams, managing the work of specialists that are contributing to the design and implementation of the solution.
  • Deliver presentations and demonstrations to all level of customer stakeholders.
  • Shape technical solution proposals to be commercially acceptable to the customer which may require solution or service trade-offs.
  • Manage the entire requirements process, including solution governance and conformance to requirements.
  • Produce detailed costings for an opportunity ensure an acceptable cost structure and outcome.
  • Take an active role, supporting/leading where necessary, in contract negotiations to ensure that the contract correctly represents the solution and offer.
  • Manage the formal post contract solution handover to operations and the assigned account team.

Requirements:

To thrive in this role at Fujitsu, we would expect you to have:

  • Proven pre-sales experience in a Managed Services and a professional services environment
  • Extensive knowledge of IT Services and technologies –in particular Managed Services solutions, with experience in any of the following preferable; Microsoft 365, Azure, AWS, Citrix, VMware, ServiceNow or Security Services.
  • Strong experience in building solutions, and ability to tailor solutions for a given customer scenario
  • Excellent relationship-building skills with an affinity to customers, sales and delivery functions
  • Exceptional proposal writing and presentation skills.
  • Business and commercial acumen and experience pricing solutions.
  • understanding of current IT sourcing / solution models
  • Sound knowledge of ITIL and agile service delivery.
  • Presenting to technical and business audiences the benefits and features of Service and Technical solutions.

 
Why Fujitsu?
We are an organisation with a strong set of values and a history of respecting fairness and equality, whilst promoting diversity, equity and inclusion. We constantly push ourselves to do better and strive to bring together a diverse mix of perspectives and talents in an inclusive environment, where we encourage our people to bring their full selves to work. We call this Be Completely You.

  • We put people first. We believe in the power of diversity to drive innovation and our Work180 accreditation, AWEI Gold Employer status and Rainbow Tick certification for LGBTI+ inclusion show that we value an inclusive culture.
  • We offer tailored career paths across our global organisation to support your professional and personal growth.
  • Our customers trust us. We have an excellent reputation across the region and globally.
  • Best in class reward and recognition programs – flexible work, volunteering leave and more.
  • We live our values of aspiration, trust and empathy, all day, every day.

As an inclusive employer, Fujitsu aims to recruit a diverse range of talents to help us achieve our purpose. In line with our diversity, equity and inclusion strategy, we welcome applications from women and gender diverse people; Aboriginal and Torres Strait Islander people; Māori and Pacific people; LGBTI+ people; people with a disability; culturally and linguistically diverse people; and veterans and emergency responders. Transgender and gender diverse applicants can also access our Frequently Asked Questions to assist with the recruitment journey
 
If you don’t tick every box in this job description, please don’t rule yourself out. Research suggests that women and other people in underrepresented groups tend to only apply if they meet every requirement. We focus on hiring people who value inclusion, collaboration, adaptability, courage, and integrity, rather than ticking boxes – so if this resonates with you, then please apply.
 
For Security cleared roles - PLEASE NOTE:  Due to the inherent requirements of the role, candidates must be Australian Citizens and hold a minimum Baseline Australian Federal Government Security Clearance. The role will or will likely involve access to controlled technology, must satisfy additional restrictions and requirements as a consequence of the International Traffic in Arms Regulations and the Export Administration Regulations. As a consequence of these restrictions and requirements, applicants may be adversely impacted if they are not Australian citizens, are dual nationals, hold citizenship from proscribed countries or are not of Australian national origin. Please refer to Discrimination (Fujitsu Australia Limited) Exemption 2017 (No 1) Notifiable instrument NI2020-672 (ACT).

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