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If you share our passion for making a meaningful impact on the world, we invite you to join our global family of 130,000 employees spanning more than 50 countries. We are a diverse workforce, and we offer a wide range of opportunities for you to grow and develop your career.

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Fujitsu's America team is seeking a customer-centric Pursuit Center Manager who looks at the question of “How can I create a culture of winning right and winning more?” and constantly challenges the boundaries of what a pursuit center can do.

You will be responsible for driving the bid team and the business to develop compelling winning propositions that comply with our customers’ requirements yet do not compromise our high standards of corporate integrity.

Manages all bidding activities in accordance with Fujitsu’s Winning Business Best Practices (Shipley based) from initial customer contact through to contract signature including the development and execution of bid strategy, plan and budget to enable submission of bid responses to requisite time, cost and quality standards.

Leads Fujitsu’s most strategic and complex pursuits.

You are comfortable working with cross-functional teams across the organization and senior executives within Fujitsu

You are an effective people manager balancing the hectic pace of multiple bids with the leadership and support needed to make your international team, and Fujitsu, successful. Your passion and energy will be infectious for winning businesses by advocating and implementing the application of all relevant best practices (PMI / PMP, Challenger Sales, APMP/Shipley, Strategic Pricing and Price-to-win).

You are customer obsessed with the significant growth mindset by interlocking with sales and delivery.

You are fearless with an insatiable appetite for growth and change.

Key Accountabilities:

Raises the overall level of professionalism in the Pursuit Center by supporting individual team members with the aim of stimulating career progression and improving the overall level of contribution of the team to winning deals. Creates a strong framework of consistency and standardization across the team and the bid process to maximize efficiency and improve Fujitsu’s win probability.

A proven track record of leading complex IT services pursuits to win business, and leverage that experience to improve the efficiency and effectiveness of both the pursuit team and the bids .

Leads and motivates all members of the bid team to work together to achieve a successful outcome (win)

Bid Management: Works with the Opportunity Owner to develop the win strategy and proposition on complex pursuits to create a supporting bid strategy and value proposition that aligns to Fujitsu’s overall strategy and maximizes the chance of success. On occasion, acts as bid manager on complex and strategic bids to ensure success including the development and management of the bid budget, win themes, response development, planning and execution of bid deliverables.

Customer Engagement: When leading a strategic bid, leads and supports customer engagements throughout the bid lifecycle.  For example, this may include attendance at client-facing activity such as an orals presentation or related procurement client interaction.

Bid Closure & Handover: Manages the formal post contract handover to operations/assigned account team and ensures that a formal lesson learnt event is completed to improve future performance.

Will create a continuous improvement model that allows for efficiency improvements on future bids such as core content development, reference repository, etc. Will leverage automation, where appropriate, to support these activities.

Stakeholder Engagement: Engages with key stakeholders across the organization to improve collaboration and gain executive support.

Competencies

• Bid Management Techniques (APMP and Shipley)
• Communication Skills
• Leadership
• Facilitation and Coaching
• IT Industry Knowledge
• Stakeholder Management (internal and external)
• Managing Tasks
• Managing the Bid Process
• Risk Management
• Sector Knowledge and Business Function Knowledge
• Commercial Acumen
• Business Finance
• Managing Complexity
• Experience and knowledge of Sales/Marketing Operations (CRM, pipeline management, win rates, quality metrics, setting up individual KPIs)

Role Qualifications:

• Location – Virtual, USA and Canada
• Experience in complex IT services bid/proposal generation, negotiation, facilitation/management, focused on
• Managed IT Services & Outsourcing – 8+ years
• Application Services – 8+ years
• Digital transformation business – 4+ years
• Bachelor’s degree (MBA preferred)
• Previous success in complex IT services bid activities
• Successful experience in management multi-region teams to both motivate and support
• Proficiency in high level Project Management, management of matrixed resource teams
• Practitioner knowledge of Shipley (APMP) best practices
• Knowledge of key sales methodologies (Challenger Sale, Strategic Selling)
• Strong presentation and communications skills
• French language proficiency would be a benefit, but not required