Service Now Pre-Sale Architect

Role Purpose
Lead the development of compelling solutions for major opportunities, those greater than 5 million in TCV or are considered complex due to multi-tower/business line/region involvement, that satisfy our customer’s business objectives, are cost competitive and distinguish Fujitsu from our competition, and represent good business for Fujitsu in terms of achieving the proposed cost base, implementation timescales and being aligned with Fujitsu strategic objectives of standardization, use of offerings and leveraging our global capability.
Key Accountabilities
1. Value Proposition:
· Support the Sales Lead in attending customer workshops and presenting Fujitsu capability or defining / clarifying customer business objectives
· Support the Sales Lead in the creation of the win strategy by advising how Fujitsu capability and offerings can satisfy the customer’s objectives and differentiate Fujitsu
· Support the Sales Lead in the creation of the win price by advising on benchmark pricing for similar services in similar sectors and advising on typical competitor pricing
· Support the bid manager in the production of a bid resource plan by identifying the solution resources and effort needed to complete the bid
· Support the Sales Lead in the completion and validation of the Deal Complexity Tool
· Creation of an initial view of the solution in the Capture Plan as input into the Bid No Bid decision, identifying the Business Lines needed.
2. Solution Development:
· Capture of customer objectives and requirements in the Requirements Catalogue and Traceability Matrix, identifying how each will be satisfied
· Capture of service volumes in the Key Service Volume Information log
· Capture of solution risks, assumptions, dependencies and issues in the RAID Log
· Raise clarification questions / attend customer workshops to validate the proposed solution, confirm assumptions/dependencies and ensure the proposed solution is a compelling proposition for the customer
· Identify the Fujitsu resources and 3rd parties needed to support the development of the solution so that the bid manager can organize the required resources
· Lead the Fujitsu Tower Leads and 3rd parties in the design of the solution towers to ensure they are aligned to the win strategy and win price, satisfy the customer’s requirements and integrate to form a cohesive end to end solution
· Engagement with program management to ensure delivery of cost-effective transition & transformation programs as part of the overall solution.
· Capture the solution in the form of the AoD (Architect Overview Document) Lite or full AoD depending on the output of the deal complexity tool.
3. Bid Assurance:
· Manage the production and submission of the Risk Log, Volumetrics Log, Architecture Documentation and Requirements Traceability for assurance reviews
· Confirming the feasibility of the outline solution by undertaking a Solution Alignment Review with the Business Lines representatives
· Confirm the deliverability of the developed solution by undertaking Peer Quality Checks with the Business Lines representatives
· Confirm the feasibility of the end-to-end proposition by representing the solution in the Deliverability & RAID review
· Ensuring all solution actions requiring resolution for submission are addressed appropriately with the relevant Business Lines.
· Completion of solution slides within the Capture Plan for Bid No Bid, Opportunity Reviews, Business Assurance Reviews and Contract Assurance Reviews