¡En Fujitsu buscamos personas con talento como tú!
¿Sabías que…? Fujitsu es la compañía líder japonesa en tecnología digital, de la información y comunicaciones, y uno de los cinco principales proveedores de estos servicios en el mundo. Contamos con más de 50 años de experiencia en la entrega de soluciones tecnológicas a clientes de todo el globo y somos más de 140.000 expertos con el propósito de crear un mundo más sostenible a través de la innovación.
Somos una compañía que pone en valor laDIVERSIDAD y el TALENTO de TOD@S; una empresa que reconoce los valores profesionales, la capacitación laboral y la pasión, independientemente de las diferentes capacidades de cada uno que, lejos de alejarnos, nos enriquecen.
Your profile
Highly analytical and results-oriented Strategy Manager with 10+ years of experience in IT pre-sales or business development, specializing in managed services. Proven ability to develop and execute winning strategies, analyze market trends, and build strong client and partner relationships. Excellent communication and leadership skills, coupled with a solid understanding of IT infrastructure and cloud technologies. Data-driven decision maker seeking to drive revenue growth and market share within a dynamic and competitive environment.
Their primary responsibilities include developing long-term presales strategies to support growth and revenue, identifying weaknesses or opportunities in ongoing strategies and analyzing and assessing internal processes and market trends.
- Proven experience in the creation of bids in both private and public sectors.
- Demonstrated experience and knowledge of strategic problem solving and frameworks, and project management skills
- Ability to liaise with stakeholders and influence people of a diverse range of backgrounds
- Experience in applying strategic frameworks and tools for analyzing strategic problems and developing strategies
This position requires a highly motivated and results-oriented individual with a proven track record of success in a demanding sales environment. The ability to work independently and as part of a team is essential.
RESPONSABILITES
To support the presales goals, Strategy Manager perform the following tasks:
- Market and Competitor AnalysisResearching market trends, identifying growth opportunities, analyzing the demand for managed services, and understanding the needs of target customers. This includes researching specific market niches.
- Collect and analyze information and data related to procedural efficiency within the Presales organization.
- Analysis of private and public RFP
- Competitive analysis. Monitoring competitors, analyzing their strategies, identifying their strengths and weaknesses, and developing strategies to differentiate. This involves understanding their pricing and value propositions
- Rate card analysis
- Defining the target market . Accurately identifying the profile of the ideal customer for managed service solutions.
Strategy Development and Execution:
- Developing the pre-sales strategy: Defining the overall strategy for the pre-sales team, including goals, key performance indicators (KPIs), and specific tactics to achieve sales objectives.
- Defining the value proposition: Developing a clear, concise, and compelling value proposition that highlights the benefits of managed service solutions for target customers.
- Develop new solutions, practices and strategies to support the presales area.
- Collaborate and work with managers and executives to ensure strategies are performing
- Managing partner relationships: Managing relationships with strategic partners such as technology providers, system integrators, etc., to expand market reach and strengthen the solution offering.
- Analyzing sales opportunities: Analyzing sales opportunities, identifying challenges and opportunities, and developing strategies to address them.
- Defining pricing and business models: Collaborating on defining pricing and business models for managed service solutions, ensuring profitability and competitiveness
- Point of contact with Advisors (Eraneos, Penteo,..)
Monitoring and Optimization
Performance monitoring: Monitoring the performance of the pre-sales team and the effectiveness of the pre-sales strategy using key performance indicators (KPIs).
Data analysis: Analyzing sales and marketing data to identify trends, improvement opportunities, and problem areas.
Strategy optimization: Adjusting the pre-sales strategy as needed, based on data and performance analysis.
Requirements and skills
- Bachelor's degree: In a relevant field such as Business Administration, Information Technology, or a related discipline. An MBA is a plus.
- Proven experience: Several years (typically 5-7+ years) of experience in a pre-sales, sales engineering, or business development role within the IT industry, ideally with a focus on managed services. Experience working with channel partners is also highly beneficial.
- Strong understanding of managed services: A deep understanding of various managed services offerings (e.g., cloud services, cybersecurity, IT infrastructure management) and their associated business models.
- Market knowledge: A solid grasp of the IT market landscape, including current trends, competitive dynamics, and emerging technologies.
- Strategic thinking and planning: Ability to develop and execute comprehensive strategies, setting clear goals and objectives, and adapting to changing market conditions.
- Analytical skills: Proficiency in analyzing market data, sales performance, and competitive landscapes to identify opportunities and challenges. Data-driven decision making is crucial.
- Communication and presentation skills: Excellent written and verbal communication skills, including the ability to present complex information clearly and concisely to both technical and non-technical audiences.
- Leadership and team management: Ability to lead and motivate a team, delegate effectively, and foster a collaborative work environment.
- Relationship building: Strong interpersonal skills and the ability to build and maintain strong relationships with clients, partners, and internal stakeholders.
- Sales acumen: Understanding of the sales process and the ability to contribute to sales strategies and initiatives.
- Technical proficiency: While not requiring deep technical expertise, a foundational understanding of IT infrastructure, cloud technologies, and cybersecurity is essential to effectively communicate with technical teams and clients.
- Project management skills: Ability to manage multiple projects simultaneously and meet deadlines effectively.
- Full working fluency in Spanish and English.
Qualifications
- Experience with CRM system, mainly Salesforce, for managing leads, tracking sales, and analyzing data.
- Industry certifications: Relevant certifications (e.g., ITIL, AWS, Azure, etc.) can be advantageous.
- Master's degree (MBA): A master's degree in business administration can significantly enhance candidacy.
What we offer
When you join our team we offer you an attractive salary and secondary benefits, including a variable bonus scheme.
You will get the opportunity to work in a flexible environment, with flexible working times, great social benefits and lots of training possibilities and the opportunity to build your career internationally.
As a person you are open and spontaneous by nature, you like both the technical and business environment and enjoy networking and interacting with clients on daily basis. You have above average writing skills and you are not afraid of presenting your ideas in front of an audience. Next to this you have excellent Spanish and English language skills.
