Principal Solution Architect - Enterprise and Commercial

Principal Solution Architect - Enterprise and Commercial

Location: Australia (Multiple Locations in Country)

As the Principal Industry Architect, you are a pivotal senior leader and a cornerstone of Fujitsu's industry growth strategy. Sitting at the intersection of technology, business development, and customer relationships, you serve as Fujitsu's most visible industry expert, shaping how the market perceives our capability and how customers experience our value.

You are an integral member of a business development squad, leading solutions and technical business development opportunities, working closely with customers to inform, influence and drive digital transformation through industry based knowledge, thought leadership and strategic thinking. Using your outstanding skills in communication, solution design and market awareness, you will pitch solutions to senior business stakeholders in their own language and context to support our consultative led selling approach, generate leads and drive growth within the assigned industry.

Responsibilities

• Deliver outstanding value to our customers
• Work closely with the Industry Technology Executive to outline and detail Fujitsu's strategic industry technology roadmap and architectures
• Identify, qualify, and progress opportunities to grow the portfolio with assistance from the Sales Executive and Industry Technology Executive
• Mentor and provide leadership and guidance to pre sales architects throughout the CSLC lifecycle
• Participate in consultative led selling and lead generation activities to support industry growth
• Bring new partners and technologies pertaining to the industry to our customers to widen the Fujitsu brand and demonstrate broader capability
• Working with the Industry Technology Executive and Head of Industry, use industry knowledge to identify gaps in Fujitsu's capabilities and offerings and champion options to develop new capabilities, solutions, and offerings across our portfolio teams and guide development of solutions to ensure they are relevant and applicable to the industry
• Introduce or leverage specialists as required to support the progression of opportunities
• Engage and support consulting opportunities when industry related architecture and technology expertise is required to position and facilitate customer outcomesAct as the chief storyteller and executive narrator of strategic customer proposals, translating complex technology solutions into compelling, industry contextualised narratives that resonate with C suite and senior decision makers
• Operate at an enterprise level and establish what additional support is required as a prospect matures into a qualified opportunity (e.g. portfolio, domain, delivery)
• Create, iterate, and maintain structures such as enterprise and business architectures embodying the key principles, methods and models that describe the future direction for the industry
• Working with the Account Architects, develop and maintain the strategic industry technology roadmap and architectures to provide customers with innovation opportunities and insights from other customers including the applicability of emerging trends within the industry
• Build and maintain industry leadership relationships as required with senior business stakeholders
• Build and maintain relationships as required with Fujitsu Japan and other regions
• Collaborate across the Fujitsu business, portfolio areas, partners and supporting architecture functions, building trusted relationships and a positive high performance culture
• Engage with Fujitsu global counterparts where necessary to both contribute to and benefit from the transfer of IP and solutions
• Support industry pre sales engagements by being a key contact point for industry aligned thought leadership, innovation, and associated architectures, ensuring pre sales can design and integrate Fujitsu's standard offerings for customers to consume
• Envision and design new innovative industry based solutions for customers leveraging the portfolio offerings, open source, Fujitsu IP and the Fujitsu ecosystem of alliance and partners
• As an industry expert, participate in marketing events, including speaking at forums, developing white papers, podcasts and writing blogs

Experience & Qualifications

• Extensive work experience in the related industry (10+ years)
• 7+ years in technology and architecture leadership roles with a track record of delivering complex problem solving initiatives and innovations
• An outstanding communicator and presenter who can articulate complex technology visions to create clarity for customers
• Has delivered significant technology solutions integrating a broad set of market leading technologies to deliver customer outcomes
• Development of points of view that resonate with customers, leading to holding trusted advisor status within the industry and with customers
• Demonstrable evidence of excellent stakeholder management working across complex landscapes and fostering close and enduring relationships with industry stakeholders
• A track record of delivering industry technical leadership working with best practices and well established frameworks and standards
• Demonstrated ability to solve complex problems, introduce innovation, and architect industry leading solutions that create tangible commercial outcomes
• Experience working closely with sales, consulting, and architecture teams to ensure customer outcomes are achieved
• Experience in consultative led selling, solution creation and proposal writing including leading design and solution teams
• Ability to translate customer engagements into both sales pipeline and executable sales
• Proven capability in directing and mentoring account architects, with a demonstrated ability to uplift architecture quality and consistency across a portfolio of industry accounts
• Demonstrated experience co designing and executing go to market strategies with senior industry and sales leadership, including development of industry solution plays, value propositions, and market facing thought leadership
• A visible and credible industry presence, including experience as a public speaker, author of white papers or articles, or participant in industry forums, standards bodies, or advisory groups
• Strong commercial acumen with the ability to assess opportunity value, build business cases, and frame architecture solutions in terms of customer ROI and business outcomes

Commitment to Diversity, Equity and Inclusion

As an inclusive employer, Fujitsu aims to recruit a diverse range of talents. 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. Applicants who identify as transgender or gender diverse can contact for assistance during the recruitment journey.

Due to the inherent requirements of the role, candidates must be Australian citizens and hold an Australian Federal Government security clearance.

Relocation supported: No. Visa sponsorship: No. Approved: No.