Paris Presales Bid Director

Job description

At Fujitsu, our purpose is to make the world more sustainable by building trust in society through innovation. Founded in Japan in 1935, Fujitsu has been a pioneer in technology and innovation for decades. Today, as a world-leading digital transformation partner, we are committed to transforming business and society in the digital age. With approximately 130,000 employees across over 50 countries, Fujitsu offers a broad range of products, services, and solutions.

We collaborate with our customers to co-create solutions that drive enterprise-wide digitalization while actively working to address social issues and contribute to the United Nations Sustainable Development Goals (SDGs). FuFujitsu Continental Europe PreSales is looking for a bid director to join its service central Pre-Sales teams. Will be part of the team in charge of the management of service opportunity between 5 to 100 m€.

This role covers a geographical scope include Portugal, Spain, France, Switzerland, Germany, Luxembourg, Belgium, Netherlands, Sweden, Estonia, and Finland. The role aims to manage IT/IS service opportunities. Leads Fujitsu’s most strategic and complex opportunities. Drives 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 Bidding Best Practice from initial customer contact through to contract signature including the development of bid strategy, plan and budget to enable submission of bid responses to requisite time, cost and quality standards.

Main responsabilities

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

Bid Strategy Development

Works with an Opportunity Owner or as an opportunity owner to develop the win strategy and translates this into a supporting bid strategy and value proposition that aligns to Fujitsu’s overall strategy and maximizes the chance of success.

Informs Qualification

Supports the qualification of each opportunity through the use of lessons learnt, competitive analysis and win strategy development events.

Customer Engagement

Leads and supports customer engagements throughout the bid lifecycle including attendance at customer briefing events, engagement in dialogue sessions/workshops, the delivery of customer presentations and facilitation of contract negotiations. As a bid director is responsible of engaging all Fujitsu management when neededl.

Bid Budgeting

Develops a bid budget for the lifecycle of the opportunity and monitors/controls expenditure against approved budget on an ongoing basis to remain within approved limits.

Bid Planning

Develops a bid plan that supports the timely completion of all activities necessary to produce acompelling, assured and governed proposition and associated response documentation.

Bid Resourcing

Identifies, organizes and controls resources required to support bid production ensuring the delivery of quality contributions from all team members.

Bid initiation

Initiates the bid through a formal kick-off event that engages all bid team members and supporting stakeholders and delivers a consistent understanding of the client, the opportunity, competitors, challenges, team roles and responsibilities and the plan to execute the win strategy.

Proposition Development

Directs the bid team to ensure the proposition and underpinning solution is developed to comply with the customer’s requirements and is aligned to the overall win strategy. Ensures the production of all relevant assurance and governance collateral in a timely, engaging manner to support review and subsequent approval.

Response Development

Ensures the creation of exceptional customer response documents through the development of storyboards that both provide response structure and supports the articulation of win themes. Monitors the development of the response to support the timely completion of quality review events when assessed against the best practice model or equivalent standard.

Risk Management

Works with the Programme Lead to identify, analyze, respond and manage bid risks, assumptions and dependencies throughout the lifecycle of the bid enabling the informed completion of Due Diligence as necessary to support customer engagement and subsequent contract negotiation.

Contract Finalization

Supports the Commercial Lead in the negotiation and contract finalization process, ensuring all activities are completed in a timely manner and enabling the company to enter into an understood contractual agreement.

Bid Closure & Handover

Manages the formal post contract handover to operations/assigned account team and ensures that a formal lessons learnt event is completed to improve future performance.

Stakeholder Management

Engages with key stakeholders through Opportunity Reviews, within Deal Surgeries and on an ongoing informal basis to increase awareness and gain executive support.

Continuous Improvement

Ensure continuous improvement of bidding function through sharing of best practice, knowledge, experience and collateral.

Your Profile

8 years+ of experience in Pre-Sales Service opportunities. Experience in project management, delivery is a plus. Business oriented & leaderships. Organization, accuracy. Oral presentation / proposal writing. Negotiation skills. Finance skills. IT Service Knowledge. Contract Negociation. Fluent English and French Dutch is a plus. At Fujitsu, we are committed to an inclusive recruitment process that values the diverse backgrounds and experiences of all applicants.

We believe that hiring people from a wide variety of backgrounds makes us stronger, not because it's the right thing to do, but because it allows us to draw on a wider range of perspectives and life experiences. #Europe_Priority