Position: Senior Solution Specialist – Cyber (AU & NZ)

Org Unit: Fujitsu Cyber Security Services (FCSS), Cyber Growth
Reporting to: Head of Managed Security Operations – Daniel Broad

A senior technical leader who bridges presales, onboarding, and operations—driving growth, innovation, and thought leadership across Fujitsu’s cyber and managed security services in Australia and New Zealand

Job Purpose

A senior, client-facing role responsible for driving end-to-end solution design, presales engineering and service enablement across Australia and New Zealand, ensuring alignment with client needs, market trends and Fujitsu Cyber’s strategic direction.

The Senior Solution Specialist plays a critical bridging role between Cyber Growth/Customer and Managed Security Operations (MSO)—supporting:

• Technical presales and solution shaping
• Client onboarding and operational readiness
• Design and evolution of managed security services
• Thought leadership and innovation across the Cyber portfolio

The role supports the achievement of growth objectives across AU/NZ by translating customer challenges into scalable, outcome-based security services, while ensuring solutions are operationally viable and aligned to MSO delivery models.

In addition to deep technical expertise, the role includes people leadership (one direct report), client engagement, and business management responsibilities, with balanced expectations across utilisation, capability uplift and growth contribution.

Key Responsibilities

1. Presales, Solution Design & Growth Enablement

• Lead technical presales activities across AU/NZ including client discovery, workshops and solution architecture design.
• Partner with sales to shape opportunities, provide technical input into bids, proposals, and pricing models.
• Develop repeatable, outcome-based service designs aligned with Fujitsu Cyber offerings (e.g., SOC, EDR, SIEM, TIP, OT security).
• Support the development of new and evolving service offerings, ensuring alignment with customer demand and market trends.
• Act as a trusted advisor to clients, supporting them with emerging ideas, innovation pathways, and roadmap development.

2. Technical Onboarding & Operational Alignment (MSO Focus)

• Lead and support technical onboarding of customers into MSO services, ensuring:
• Clear understanding of customer environments (IT/OT, cloud, identity, endpoints)
• Alignment with monitoring, detection, and response capabilities
• Defined RBAC, integrations, and operational processes
• Work closely with SOC and ACIRT teams to ensure solutions are operationally sustainable, scalable, and measurable.
• Define and refine onboarding frameworks, playbooks, and transition methodologies.
• Ensure strong handover from presales/design into operations, avoiding delivery risk and ensuring service readiness.

3. Service Development & Innovation

• Contribute to the design, evolution, and continuous improvement of Fujitsu Cyber service offerings, including:
• Architecture patterns
• Tooling strategies (SIEM, EDR, SOAR, TIP, UEBA, OT security)
• Delivery models (24/7 SOC, automation-led operations, outcome-based services)
• Develop and maintain solution blueprints, reusable assets, and reference architectures.
• Support standardisation of MSO service capabilities across AU/NZ, leveraging best practices from existing mature environments (e.g., NZ SOC).

4. Thought Leadership & Market Positioning

• Act as a thought leader within Fujitsu Cyber and MSO, contributing to:
• Industry insights and strategic conversations
• Internal and external content (whitepapers, reports, presentations)
• Customer roundtables, workshops, and executive briefings
• Support the articulation of Fujitsu’s cyber value proposition, particularly in:
• Managed Security Operations
• Detection & Response maturity
• Threat intelligence integration
• Contribute to innovation initiatives, helping position Fujitsu as a leader in managed security and cyber resilience.

5. Client Engagement & Relationship Management

• Build and maintain trusted relationships with key customers, understanding their risk landscape, business drivers, and technical environments.
• Support customers in adopting new services, evolving their security posture, and maximising value from Fujitsu Cyber capabilities.
• Provide delivery assurance and solution governance across engagements.

6. Vendor & Partner Ecosystem

• Maintain strong working relationships with key technology partners (e.g., CrowdStrike, Microsoft, Netskope, Darktrace, Vectra).
• Actively participate in strategic partner programmes and align partner capabilities with Fujitsu service offerings.
• Leverage partner innovation to enhance customer outcomes and service differentiation.

7. Internal Capability & Practice Development

• Support MSO and Cyber Growth capability uplift, including:
• Tooling standardisation
• Process optimisation
• Automation and SOAR enablement
• Contribute to knowledge sharing, mentoring, and coaching across teams.
• Lead or contribute to internal strategic initiatives and practice development activities.

Secondary Responsibilities

• Delivery of technical training and workshops (internal and client-facing)
• Participation in peer reviews, quality assurance, and governance forums
• Support for ITSM or operational escalations where required
• Contribution to reports, executive briefings, and programme oversight
• Provide Oncall support where required for cyber security incidents.

General Responsibilities

• Effective management of time, priorities, and multiple engagements across AU/NZ
• Preparation of high-quality presales artefacts, technical documentation, and solution collateral
• Oversight of project and programme delivery alignment
• Adherence to utilisation and delivery expectations
• Mentoring and performance management of direct report
• Contribution to continuous improvement and innovation across Fujitsu Cyber and MSO

Candidate Profile

Technical Expertise

• Strong background in cyber security engineering, architecture, or SOC operations
• Experience across SIEM, EDR, SOAR, cloud security, and network detection technologies
• Understanding of IT and OT security environments
• Familiarity with leading tools such as:
• CrowdStrike
• Microsoft Security (Defender, Sentinel)
• Netskope
• Darktrace
• Vectra (desirable)

Professional Skills

• Strong client-facing and stakeholder engagement skills
• Excellent written and verbal communication, including executive-level presentations
• Proven ability in presales, solution design, and technical consulting
• Ability to balance technical depth with commercial awareness

Leadership & Influence

• Demonstrated ability to:
• Lead solution design and influence outcomes
• Mentor and uplift team capability
• Drive innovation and continuous improvement
• Passion for building scalable, high-quality managed security services

Success Measures

• Contribution to growth across AU/NZ (pipeline, conversion, solution quality)
• Successful onboarding and operational readiness of customers into MSO
• Development and adoption of standardised, repeatable solution designs
• Recognition as a trusted advisor and thought leader internally and externally
• Continuous improvement in service capability, efficiency, and customer outcomes