Pre Sales Consultant

Covent Garden
10 Jan 2018
09 Feb 2018
Contract Type
Full Time
Reports To: Direct Report- Head of Hybrid IT Executive (Enterprise) Architects

Role Description:

The Hybrid IT Executive (Enterprise) Architect develops and maintains business relationships to sell Hybrid IT services (solutions which optimise and orchestrate Fujitsu (K5) public, private and partner cloud services alongside Traditional IT environments), this can be achieved through direct engagement with Fujitsu Market Facing Units, Customer Tender or Provocations.

The aim of this role is to lead the most complex and challenging Hybrid IT opportunities within Fujitsu. The role will develop key relationships with Fujitsu clients operating at CxO level and to establish Fujitsu as trusted advisors in managing the journey to the cloud – achieving the Perfect Balance of different cloud platforms and traditional IT for that customer. The Hybrid IT Executive (Enterprise) Architect will work with account teams, Lead Deal Architects and Sales personnel to

evangelise, educate & identify clients that could benefit from Fujitsu Hybrid IT offerings and associated services. He/She will also identify key partners early on in the sales cycle that will be instrumental for success and forge relationships to that end. This position will partner with Hybrid IT Sales Specialists, MFU Sales Specialists, Business Engagement Leads and Major Pursuit Executives to identify, manage and grow opportunities within their market verticals to achieve our sales objectives.


The Hybrid IT Executive (Enterprise) Architects will assist in qualification, shaping and response of new name and existing customer bids and current business extensions and renewals. In addition, they will provide:

  • Pre Sales/Consultancy and/or providing solution input into provocations and early engagements, where we would support the sales engagement process
  • Lead deals of high complexity which require a high degree of solution and sales strategy £30m+ to £500m + typically with responsibility for the technical integrity and costs of the solution particularly the Hybrid IT components
  • Evangelise both internally and externally on the Fujitsu Hybrid IT story.
  • Working with the Market Facing Units to position Hybrid IT and MIS Traditional IT offerings for new opportunities
  • Work in unison with Hybrid IT Sales Specialists to drive solution based sales that leverages Fujitsu Hybrid IT and associated services
  • Participate and contribute in customer scoping workshops
  • Manage and update internal Hybrid IT stakeholders to ensure acceptable costs are provided from the M.I.S. businesses and other Service Lines
  • Ensure that lessons are learnt from engagements and work closely with the Hybrid IT Offerings team
  • Ensure that the solutions that we propose are aligned to the Hybrid IT offering roadmap and strategy
People Management

This role will have no direct responsibility for people management but during complex large bids may have several architects reporting into the individual hence strong leadership skills required. It will require excellent interpersonal, communication and customer facing skills together with the ability to work through uncertainty and ambiguity with very high energy.

Technical Experience

Thorough understanding of:

  • How to determine which content, applications, platforms can be migrated and/or transformed into the cloud
  • Cloud on boarding Methodologies, Toolsets and Blue Printing
  • Cloud assessment methodologies
  • Infrastructure as a Service, Platform as a Services
  • Public and Partner cloud platforms K5 deep knowledge
  • Experience of articulating and design for cloud and orchestration between cloud and traditional IT environments
  • Security & Governance
  • Workflow Automation Toolsets multi cloud
  • Service Management Toolsets
  • How service management for cloud differs from traditional service management
  • Fast IT methods e.g. rapid POCs, incubator models
Highly Desirable
  • VMware vCloud or vRelize suite
  • Openstack experience and architecture,
  • Multi cloud Integration and understanding of cloud native application transformation concepts
  • MS Azure, Amazon & Google IaaS and PaaS experience
  • Open source knowledge and Dev/Ops CI/CD concepts
  • Api management
  • Cloud Foundry concepts, architecture and application porting
  • Appreciation of JSON, YAML and system blueprinting concepts.
  • Cloud financial models
Knowledge, Skills and Abilities

To perform this job, the Hybrid IT Executive (Enterprise) Architects must be able to perform the following tasks. The requirements listed below are representative of the knowledge, skill, and/or ability required:

Must have the ability to multitask with strong organisation and time management skills. A strong interest in sales along with good communication skills is also important. Must be able to respond effectively to inquiries. Must be able to understand client’s requirements, meet deadlines and commitments and follow up without hesitation. Ability to identify and use resources to achieve deliverables needed.

  • Ability to collaborate efficiently & effectively with internal account stakeholders.
  • Identify customer triggers that could lead to Cloud sales opportunities and clearly articulating the client’s needs, while being conscientious and attentive to details.
  • Identify sales opportunities by exploring the client’s Cloud business needs
  • Display excellent interpersonal communication (written and verbal) skills.
  • Follow up thoroughly on each client commitment, prospecting, qualifying, and developing account relationships.
  • Develop and maintain a strong knowledge of leading industry trends and competitors
  • Leverage various resources to provide added value to customers in order to maintain excellent customer satisfaction.
  • Inform customers about company program benefits, and implement where appropriate.
  • Submit accurate and timely forecasts that are aligned to business requirements.
  • Proactively advise and introduce new solutions to solve client’s business needs.
  • Attend Company, vendor, and publisher trainings and webinars, as directed.
This role will mean you will work with:

  • Current and Future Customers
  • The Fujitsu Hybrid IT and Fujitsu Digital businesses
  • Market Facing Units, Client Executives & Delivery Executives
  • Service Line Counterparts and Global Delivery
  • M.I.S. Businesses (Hosting, Engineering Services & CS&IM)
  • MIS S&I Offering Managers
  • Travel maybe required as customers demand across EMEIA
Key Metrics

The following key metrics apply to this area:

  • Pipeline, converted TCV, over deal gross margin and revenue
  • Feedback from key stakeholders including a desire from the MFU to continually work with the individual
  • Be known as an industry expert in an industry vertical/cloud services

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