Role Purpose

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 (including executives) in their own language and context to support our consultative led selling approach, generated 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 Exec 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/offerings across our portfolio teams and guide development of solutions to ensure their relevant / applicable to the industry
Introduce / 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 outcomes
Act 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
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/maintain the strategic industry technology roadmap and architectures to provide customers with innovation opportunities, insights from other customers including the applicability of emerging trends within the industry.
Building and maintaining industry leadership relationships as required with senior business stakeholders
Building and maintaining 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 the 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, develop white papers, podcasts and write blogs.

Skills & Experience

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 market leading technologies to deliver customer outcomes
Development of points of view that resonate with our 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 of 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

Relocation Supported: No

Visa Sponsorship Approved: No

Why Fujitsu?

We are an organisation with a strong set of values and a history of respecting fairness and equality, whilst promoting diversity, equity and inclusion. We constantly push ourselves to do better and strive to bring together a diverse mix of perspectives and talents in an inclusive environment, where we encourage our people to bring their full selves to work. We call this Be Completely You.
We put people first. We believe in the power of diversity to drive innovation and our AWEI Gold Employer status and Rainbow Tick certification for LGBTI+ inclusion show that we value an inclusive culture.
We offer tailored career paths across our global organisation to support your professional and personal growth.
Our customers trust us. We have an excellent reputation across the region and globally.
Best in class reward and recognition programs, flexible work, volunteering leave and more.
We live our values of aspiration, trust and empathy, all day, every day.

Commitment to Diversity, Equity and Inclusion

As an inclusive employer, Fujitsu aims to recruit a diverse range of talents to help us achieve our purpose. 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 careersapac@fujitsu.com for a copy of our Frequently Asked Questions to assist with the recruitment journey.

If you don't tick every box in this job description, please don't rule yourself out. Research suggests that women and other people in underrepresented groups tend to only apply if they meet every requirement. We focus on hiring people who value inclusion, collaboration, adaptability, courage, and integrity, rather than ticking boxes so if this resonates with you, then please apply. For more information, please email careersapac@fujitsu.com.

For Security Cleared Roles - PLEASE NOTE

Due to the inherent requirements of the role, candidates must be Australian Citizens and hold a Australian Federal Government Security Clearance. The role will or will likely involve access to controlled technology and must satisfy additional restrictions and requirements as a consequence of the International Traffic in Arms Regulations and the Export Administration Regulations. As a consequence of these restrictions and requirements, applicants may be adversely impacted if they are not Australian citizens, are dual nationals, hold citizenship from proscribed countries, or are not of Australian national origin. Please refer to Discrimination (Fujitsu Australia Limited) Exemption 2017 (No 1) Notifiable instrument NI2020-672 (ACT).

Search Firm Representatives - PLEASE READ

Fujitsu does not accept unsolicited assistance from search firms for employment opportunities. All CVs or resumes submitted by search firms to any employee at our company without a valid written agreement in place for this position will be considered the sole property of our company. No fee will be paid if a candidate is hired by Fujitsu due to an agency referral where no existing agreement is in place with the Fujitsu Talent Acquisition Team. Where agency agreements are in place, introductions must be through engagement by the Fujitsu Talent Acquisition Team.