Fujitsu - Delivery Head - Pre-Sales as a Service Team - PreSaaS

Head of Delivery

SPU

Role Purpose

Drive bidding excellence throughout the Global Delivery Group (GDG) Pre-Sales as a Service team to support top line growth, lower cost of sale and improved win rates. Ensure a culture of continuous improvement is inherent within the Pre-Sales as a Service team and that quality is flawless.

Context

The prime responsibility of the role is to manage, develop and expand the GDG Pre-Sales as a Service (PreSaaS) team. Currently based in Pune, India it is expected that the team expand to include other Global Delivery Centres such as Lodz and Manilla. The Head of Delivery is a direct report into the Head of Pre-Sales as a Service, and has direct responsibility for the delivery of services by the PreSaaS team, the operations which support PreSaaS, and works alongside the PreSaaS Head of Quality to ensure excellence and the highest of standards within PreSaaS.

The Head of Delivery will take a - sales- approach to growing and expanding the up take of PreSaaS by all regions, proactively communicating business wins, opportunities and services; and positively driving regions to use PreSaaS.

The purpose of the role is to enable winning business in a more effective way across multiple regions, reducing the cost to win, and improving return on investment through the development and sharing of best practice. As such PreSaaS must consistently deliver high-quality output, differentiating Fujitsu, improving our win rate and value, whilst reducing the time to create and submit bids.

Key Accountabilities

The Head of Delivery will:

Take a leadership role within Pre-Sales as a Service, ensuring the:

- Exploitation of standard offering content, adoption and exploitation of global standard tools and best practices

- Communication of achievements and successes to global stakeholders at all levels

- Developing and presenting ideas for further development of Pre-Sales as a Service Capabilities

Evangelise Pre-Sales as a Service

- Proactively drive uptake of the Pre-Sales as a Service capabilities

- Communicate to senior stakeholders about business achievements, wins, and expanding capabilities

- Facilitate and host customer visits (intenal and external), showcasing PreSaaS services, teams and capabilities

Strengthen and Expand Pre-Sales as a Service

- Proactively drive demand for PreSaaS across the regions

- Work across GDCs to determine and grow PreSaaS capability in best location for skills, cost benefits, and delivery excellence

- Implement PreSaaS operations (infrastructure, teams, tools, training- ) across GDCs as PreSaaS expands

Own and manage the Pre-Sales as a Service operation through:

- Ensuring the correct underpinning team structure to support delivery of defined services

- Ensure end to end business processes, work instructions etc. are in place to support PreSaaS delivery of services

- Enable - virtual team- engagement and linkages between presales teams - both regional and in-country

- Recruit and develop the highest skills and expertise within PreSaaS to ensure its current and future successes

- Act as the Escalation point for all quality or personnel related issues

- Ensure the correct, consistent infrastructure, systems and tools are provided within all GDCs delivering PreSaaS services, enabling access to any country or regional systems needed

- Identify efficiencies and areas for continuous improvement with a view to enhance PreSaaS benefits: wins, costs and quality

- Own production and review of regular management information and reporting on KPIs, including services, quality, delivery, wins and losses - delivering a monthly service review and associated reporting to the Head of PreSaaS

- Financial oversight, understanding and reporting of P&L, recoveries and utilisation

- Applying lessons learnt from wins & losses

- Representation of the practice at periodic service reviews in region/ country, proactively seeking first hand feedback to inform continuous improvement

People manage to:

- Support the development of individuals, skills and knowledge within PreSaaS

- Retain key talent and nurture the growth of new talent

- Drive recruitment, development and functionality of PreSaaS in line with demand

Ensure there is an approach to Continuous Improvement and Learning throughout PreSaaS

Key Performance Indicators

Retention of existing Customers; & creation of new-name Customers Bid Quality Score Trend (measure of quality improvement)

Total number of opportunities worked on Investment in people: Training & Personal Development Plans in place and managed

Deal conversion rate - percentage of deals bid that are down-selected Response times for Standard PQQs

Cost of winning - to drive both the effectiveness and efficiency of the PSaaS function to optimise output, maximize re-use and reduce cost Response times for standard RFIs

Customer engagement - Customer satisfaction - internal & external All Proposal Management related KPIs specified within agreed Service Descriptions

Experience & Knowledge, Skills, Values & Behaviours

Experience & Knowledge

- Proven experience of presales

- Track record of developing and building operations and teams

- Customer and market orientation

- Understanding of regional CSLC, sales and pre-sales functions and teams, quality frameworks, bid and proposal approaches, ability to create and deliver a business value proposition

Skills

- Excellent sales skills

- Ability to pull together a consortium of stakeholders, work autonomously and strategically

- Ability to communicate a message effectively

- Perceptive, excellent relationship building skills, with the ability to use relationships to uncover and develop opportunities

- Ability to transmit high levels of enthusiasm, passion and sense of urgency with a reputation for getting things done.

Values & Behaviours

- Strong leader who is energetic and enthusiastic; a confident, intelligent, self-motivated and results oriented individual

- Outstanding team player working across the organisation, with the resilience and motivation to operate individually

- High degree of work ethic, drive, energy, self-confidence, commitment and flexibility

- Strong belief in company and team values, establishes personal value and trust, a high level of integrity and ethical approach to business

- Willingness to take responsibility and accountability

- Self-belief and self-reliance, calm and controlled under pressure

- Sound judgement through logical and objective analysis, creative thinking and problem solving - sees the - big picture-

Fujitsu Competencies & Role Specific Competencies

Behavioural Competencies Professional & Technology Competencies

Achieving Together IT Architecture

Changing and Improving IT Marketplace, Technology, tools and service provision

Commercial Focus Business & Strategic consulting

Developing Capability Contract Adherence

Drive for Results / Tenacious Financial management of projects / services

Emotional Resilience Monitoring & Reporting

Influence and Impact Offer definition & value proposition

Leading and Inspiring Preparing bids & tenders

Putting the Customer First Risk management, Security and Governance

Thinking Analytically, Thinking Strategically Understanding client operations

The role requires the successful applicant to be based for a proportion of time within the Pune Global Delivery Center, and includes travel throughout other regions and GDCs as required.