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About the Role
Lead large and complex IT Infrastructure Services pursuits in Japan as an experienced Solution Architect – Digital Foundation Services. This senior customer-facing role involves developing winning strategies, designing end-to-end infrastructure solutions, and leading RFP/RFI/RFS/RFQ responses. Collaborate with Sales, Bid Management, Technical Presales, and global delivery teams to create competitive solutions and foster strong relationships with Japanese enterprise customers.
Responsibilities
- Drive a win strategy, deal construct, and build mindshare with all stakeholders to win large IT Infrastructure Services pursuits.
- Own, anchor, and win RFP/RFI/RFS/RFQs across Infrastructure service lines and integrated IT Outsourcing pursuits.
- Work with Vertical Sales, Business Acquisition Group (bid management and managed services solution development), and Technical Presales teams across Hybrid Cloud, Digital Workplace, Networks, Cybersecurity, Service Management, Cloud business units, IoT, and Application teams.
- Build win strategies collaboratively with Sales, BAG, and stakeholders.
- Drive best-fit solutions and competitive pricing along with the Bid Management Group and Technical Presales team.
- Present and defend solutions, financial, and commercial aspects to customers in various workshops, including mutual value discovery, solution defense, Due Diligence, and BAFO.
- Build mindshare with customers and internal stakeholders throughout the pursuit.
- Work with the Business Management Group leadership team on agreed regional or global initiatives.
Requirements
- 10-15+ years of experience in IT Infrastructure Services and Presales.
- Proven track record of successfully leading large and complex IT outsourcing / infrastructure services pursuits.
- Experience as a Solution Architect, Deal Architect, or Technical Presales Architect.
- Strong technical and commercial expertise across at least 2–3 of the following areas: Digital Workplace, Cloud & Hybrid Infrastructure, Cybersecurity, Network Services, IT / Service Management.
- Strong experience developing solutions for Japanese enterprise customers.
- Prior experience working directly with Japanese customers and understanding their business and sourcing expectations.
- Strong understanding of Japanese sourcing and procurement practices, Vendor governance models, Security, compliance, and regulatory requirements, Commercial and contracting practices in Japan, Multi-layered stakeholder and decision-making processes.
- Strong stakeholder management and executive-level communication skills.
- Excellent presentation skills, with the ability to simplify complex technical solutions for business stakeholders.
- Strong commercial awareness, attention to detail, and risk management skills.
- Ability to manage multiple complex pursuits simultaneously and work effectively under pressure.
- Strong leadership, collaboration, and mentoring capabilities.
Skills
- Digital Workplace
- Cloud & Hybrid Infrastructure
- Cybersecurity
- Network Services
- IT / Service Management
- Japanese sourcing and procurement practices
- Vendor governance models
- Security
- Compliance
- Regulatory requirements
- Commercial and contracting practices in Japan
- Multi-layered stakeholder and decision-making processes
- Stakeholder management
- Executive-level communication
- Presentation skills
- Commercial awareness
- Risk management
- Leadership
- Collaboration
- Mentoring
Location
- Tokyo, Japan
Work Type
- Hybrid
Experience Level
- 10-15+ years of experience in IT Infrastructure Services and Presales
Education Level
- Bachelor’s degree in Science, Technology, Engineering, or a related field is required.
- Master’s degree such as M.S., MBA, or M.Tech is preferred.