Lead Deal Architect

Recruiter
Fujitsu.
Location
Ireland, Swords, Swords (IRE23)
Salary
Competitive
Posted
09 Aug 2019
Closes
15 Sep 2019
Ref
190009NX
Sector
Consultancy
Job Role
Systems Engineer
Job Type
Permanent
PURPOSE

The role holder is able to consult with customers to influence their IT strategy and vision taking into account their specific industry and business challenges, shape propositions for our customers to enable them to achieve their business outcomes and leads the design of compelling customer focused solutions for large, complex, multi-service line, multi-region opportunities that differentiate Fujitsu from the competition, are profitable and deliverable, and aligned with Fujitsu strategic objectives of consultancy led, co-creation of digital solutions.

KEY ACCOUNTABILITIES




  • Supporting business development; contributing to sales planning and in early customer engagements, providing thought leadership, shaping propositions and qualifying opportunities.


  • Supporting the development of the value proposition; contributing to Shipley Rainbow events, understanding our competitors' capability and Fujitsu differentiators, and supporting Finance in the creation of a Price to Win.


  • Supporting the development of the bid plan; providing input to the resource plan and bid cost forecast by identifying the resources needed to complete the development of the solution and respond to the customer's solution questions.


  • Leading solution design ; engaging Domain and Subject Matter Experts as needed, ensuring the production of an RCTM, AoD, KSVI, agreed TADs, production of competitive and complete costs and capturing of solution Risks, Assumptions and Dependencies within the RAID.


  • Presenting the solution to the customer; including preparation and participation in customer dialogue sessions, drafting of solution clarification questions and presenting the solution to the customer supported by Domain and Subject Matter Experts as needed.


  • Representing the solution at Assurance ; submitting solution artefacts and presenting the Solution at Solution Alignment Reviews, Peer Quality Checks, Deliverability and Risk Reviews and Business and Contract Assurance Reviews.


  • Supporting financials; ensuring the BidFM accurately captures the costs and assist with tagging and mapping of costs to price, supported by Domain and Subject Matter Experts as needed.


  • Leading development of the solution responses ; identifying the Subject Matter Experts responsible for providing responses to specific questions, reviewing for completeness and quality, providing answers to general solution questions and providing input into other responses such as the Executive Summary and Commercial responses.


  • Supporting commercials; in the drafting of Contract Service Descriptions and participating in negotiations, supported by Domain and Subject Matter Experts as needed.


KEY PERFORMANCE INDICATORS


  • Ability to support development of new business, as measured by feedback from Sales in ability to influence customer's perception of Fujitsu and the outcome of opportunities.


  • Quality of input in to the bidding process as measured by achieving an average score of 3 or above in the post bidding surveys managed by Pre-Sales Operations and completed by Sales Leads and Bid Managers.


  • Quality of solution responses as measured by achieving an average score of 3.5 or more by Proposal Management using the Fujitsu Winning Business scoring method.


  • Contribution to the development of reusable bid assets , as measured by posting or updating a minimum of 4 assets per year that receive an average rating of 3 or more on the Answers Library by the team.


  • Personal development , ensuring skills remain market relevant enabling us to lead discussions with our customers as measured though the maintenance of a Personal Development plan that is aligned to the objectives of Fujitsu and as agreed with your Line Manager, completing as a minimum 80% of the agreed activities.


  • Team collaboration , sharing of information and provision of thought leadership that enables the capability of the team to develop as measured by posting at least 1 article in a specialist area of interest per month to the team Slack workspace.


Promote self and Fujitsu as an industry visionary, as measured by presenting at industrial events per annum and publishing of 1 thought leadership article per quarter on social media.

SKILLS / KNOWLEDGE / EXPERIENCE

¾ The role holder has a reputation as an industry expert and visionary, able to shape solutions and advise customers on strategy.

¾ The role holder attends industry events and regular posts on social media their thoughts on the latest technologies and industry trends.

TECHNICAL COMPETENCIES



¾ Solution architect (ARCH) Level 5

¾ Methods & tools (METL) Level 4

¾ Business risk management (BURM) Level 4

¾ Data management (DATM) Level 4

BEHAVIOURAL COMPETENCIES



¾ Inspiring Leadership

¾ Passion for Results

¾ Delivering Customer Value

¾ Driving Innovation

¾ Integrity

DIMENSIONS

¾ Ability to lead complex opportunities

¾ Ability to lead multi-service line opportunities

¾ Manages teams of up to 30 people

¾ Typically engages up to CxO level



As above.