Business Solutions Architect, Retail Software - NA
Richardson, TX

Job Description

As a leading IT Services Provider around the globe, Fujitsu enables its clients to evolve toward a future of Human Centric Innovation and Digital Co-Creation. As a leading partner in the Global Retail Industry, Fujitsu works with many retailers to enable new Customer and Associate experience, optimize IT Operations, and deliver a Connected Retail experience. Moreover, the company engages in Services partnerships with many of the most strategic Software providers in the world, including SAP, Oracle, Salesforce, Microsoft, and ServiceNow. With a relentless focus on cost reduction, and business value, Fujitsu strives to earn and build decades-long partnerships with our clients. As we move forward into the future, we look to enhance our offerings and capabilities to align to key industry initiatives powered by Artificial Intelligence, Analytics, and IoT.

We are seeking a Business Solution Architect for our Retail Industry Sales team to be based in a major area in North America. This Business Solution Architect role will be a key resource aligned-to and supporting our Retail Industry Client Executives for joint pursuits related to expanding Fujitsu's software market share in General Retail / Specialty, Grocery, and C-Store segments. Fujitsu has made a significant investment to address segment needs of Omni-Channel Retailing, Automating Checkout, and Personalizing Consumer Interactions.

As a Business Solution Architect at Fujitsu, you will perform a myriad of duties before and during Sales cycles to bring clarity, cohesion, and simplicity to Fujitsu's capabilities to enable and deliver a Connected Retail experience utilizing the breadth of our Software, Services, and Hardware capabilities. You will act as a Subject Matter Expert to communicate effectively how we can deliver the Retailer's Business Vision for Omni-Channel retailing with the technology required from Fujitsu or third parties to enable that vision. In so doing, you will be the primary customer-facing evangelist to bring Fujitsu's capabilities to life. Fujitsu is executing on a strategy to hire proven sales professionals and retail technology experts who have a passion for relationships and engagement within the network of clients, partners, and competitors. The Business Solution Architect will be the primary leader responsible for deepening Fujitsu's perceived expertise in the middle to later stages of a Sales cycle, and will remain connected as we transition into a delivery phase.

A successful Business Solution Architect at Fujitsu is able to make a connection both with senior business leadership, as well as deep technical experts at our prospective clients. The person must be able to take deeply technical and operational topics and make them accessible and consumable by individuals who are not experts. Finally, the person must have relevant experience with the operational capabilities of both Enterprise and Store technology systems which enable Retailers to execute their business. A working knowledge of operational retailing would be a key business advantage.

This Business Solution Architect will be laser focused on driving and maximizing potential revenue across North America, leveraging a comprehensive portfolio of Enterprise and Store Technologies and Services. The role is part of the Fujitsu America Sales capacity and therefore is a Base Commission role with the Sales Incentive aligned to the performance of the accounts and offerings assigned.

What you'll do:

Understand the Fujitsu retail solutions, and form close relationships with the SMEs developing those solutions, in order to maintain a solid understanding of the solution vision, and to communicate this to customers via the published roadmaps

Engage internal stakeholders and understand the spectrum of Service Delivery capacities, Product/Portfolio offerings, and Software Development capacities to bring cohesion and simplicity to Fujitsu's Connected Retail capabilities by Segment in North America

Work with Sales Leadership, Industry Strategy, and Marketing to align the capabilities into a message that can be consumed and connected with by Clients and Prospects.

Engage proactively with Client Executives, Clients, and Prospects in the process of a consultative sales cycle

Duties may include:

Provide leadership and direction for supporting technical and delivery resources in non-Sales roles as required during the Sales cycle working diligently with people / project management to ensure delivery milestones continue to be met

Authoring supporting content for RFIs / RFPs / Proposals

Create and deliver Oral Presentations / Discussions overviewing the technical, functional, and operational capabilities of our technology and service

Conduct workshop style Architectural sessions with Clients to discover key business and technical requirements, then record, interpret, and outline key business and technical requirements and recommendations in white paper format

With the support of key technical personnel, craft and execute live functional demonstrations of Fujitsu capabilities aligned to segment-specific and/or client-specific requirements

Assist in the deeper definition of functional requirements, solution fit, creation of quotes and statements of work the will constitute the delivery of the solution

Feedback commentary from clients and prospects that can make our solutions stronger and a better business fit

Support Client Executive and Sales Leadership in SOW and Commercial negotiations as applicable

Develop a deep knowledge of the adjacent 3rd party solutions which integrate / align to Fujitsu technology to deliver Connected Retail. Engage and collaborate with peer resources at these 3rd parties who perform similar client-facing duties and strive to improve and align our messaging and theirs

Encourage and support a deeper retail software understanding across the retail sales team by assisting with the planning for and delivery of relevant solution learning workshops to sales colleagues

Begin and continue constructive dialogs within Fujitsu to further the depth and breadth of our capabilities to improve our market acceptance and win rates

What you need to succeed:

Proven success in engaging, consulting with, delivering, and/or managing large Retail accounts. Experience in managing relationships with VP, SVP, and C-level executives while also engaging Architecture and Technical leaders

The ability to listen and actively question - to ensure we understand and act on the sometimes subtle strategic challenges our retailers face

Technical credibility - using exceptional written and oral communications skills with which you will be able to quickly and easily convince the audience you know what you are talking about and understand what they need

A strong teamwork ethic - to know when and where to ask for assistance and how to motivate colleagues to support what you need to achieve results

The ability to think fast on your feet - in order to answer tricky questions and convince nay-sayers

The ability to get to the heart of the retailer's problem - which may not be always readily apparent or fully understood by them

Experience in a collaborative sales environment with a consistent record of achieving objectives

Experience developing proposals, business cases, and other written sales tools is required

Must have a data-driven, analytical approach to problem-solving: ability to learn complex business concepts very quickly, define problems accurately while paying attention to detail in the solution

Ability to develop relationships with clients built on integrity and credibility

8 years of experience in Pre-Sales Consulting, Business Development, and/or Solution Architecture for a software provider in the Retail Industry

Outward confidence in your ability to affect positive change in a retailer's operating model amidst persistent industry disruption

Self-driven, motivated and results oriented

Bachelor's in Business or IT domains

Qualifications:

* Bachelors Degree
* 8 years in Pre-Sales Consulting, Business Consulting, Business
* Development, and/or Solution Architecture experience
* Retail Industry specialty
* Ability to travel up to 75% of your work week
* Attend on-site customer appointments as needed
* Highly motivated individual with excellent interpersonal, communication (verbal and written) and presentation skills, with the ability to deliver convincing presentations and facilitate demonstrations to customer audiences of varying sizes
* Ability to effectively communicate and interface with all levels of client organization
* High degree of proficiency with Microsoft Office Suite of products
* Ability to support and thrive in a virtual or home office environment
* Ability to work well under pressure, execute results against strategy and meet critical deadlines
* Excellent organizational skills and ability to set priorities and expectations while being responsive to the customer