Lead Deal Architect

1 miesiąc temu

Warsaw, Polska Fujitsu Technology Solutions Sp. z o.o. Pełny etat

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 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

requirements-expected :
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),
Good business and data analysis skills,
Proficient in MS Office.
German//French is nice to have

benefits :
sharing the costs of sports activities
private medical care
sharing the costs of foreign language classes
sharing the costs of professional training & courses
life insurance
remote work opportunities
extra social benefits
sharing the costs of tickets to the movies, theater
holiday funds
christmas gifts
employee referral program
one shorter working day
extra leave

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