Purpose
In order to accelerate growth of Data & AI offerings in Europe, we have an open position for a Data & AI Offering Lead.
This role forms a bridge between Global Portfolio teams developing offerings and country sales organizations. The main responsibility of the Offering Lead is to ensure that our customer-facing teams are provided with the portfolio of offerings which they need to be successful in front of our customers. This entails shaping the Data & AI GTM strategy for Europe and ensuring local sales & presales teams have the right focus, the right support and are fully enabled to be successful in selling.
Reporting Line
Reports to Director, Data & AI and Verticals, Europe
Responsibilities
The role involves the following responsibilities:
- Building and maintaining a set of stakeholder contacts within the countries of the region and globally
- Understanding Data & AI portfolio’s requirements from the regional stakeholders, using those requirements to create a picture of regional demand and representing that demand within the region and globally to the portfolio teams
- Sharing global portfolio output into the European countries
- Supporting countries through enablement and training for selling and delivering the portfolio (both regional and global)
- Maintaining an outside-in view of our Data & AI portfolio through market scanning, understanding our competition and engagements with analysts (e.g. Gartner, Forrester, ISG)
- Collaborate with any Product Managers assigned to the European Data & AI Portfolio
- Identify portfolio elements that offer the most potential in Europe (access to market research material and Gartner analysts amongst other things)
- Build detailed Sales & Marketing plans in each country together with local teams and European Data & AI marketing lead
- Ensure plan is well executed by tracking progress through select KPI’s (pipeline creation, win rate, order booking, revenue and margin booking, lead generation.)
- Ensure sales teams have the right focus and the right skills
- Ensure sales and presales teams are fully enabled to sell the offerings
- Support specific deals directly or through identification of resources capable to help
- Animate community of industry experts across the region
Experience
Candidates must be dynamic, intelligent, curious, have a growth mindset, be good in consensus building across regions and cultures, and be a persuasive team player who can serve as an effective member of a dynamic team. They are expected to have good technical and business understanding of Data & AI offerings and strong negotiation skills.
Business degree or engineering degree, with equivalent relevant experience of minimum 10 years. Good understanding of IT market and innovation. Ability to work and effectively prioritise in a highly dynamic work environment.
Skills
- Strong knowledge of cloud data platforms (Databricks, Microsoft Fabric, Denodo, Cloudera, Snowflake, etc)
- Strong knowledge of AI (machine learning, generative AI, agentic AI, LLM’s) and common AI tools in the market (Microsoft Copilot, OpenAI, Mistral, …)
- Strong knowledge of common data analytics and business intelligence solutions in the market (PowerBI, Qlik, Tableau, …)
- Strategic thinker with strong business acumen
- Be able to deal with and influence senior internal customers in a multi-cultural environment.
- Have strong presentation and negotiation skills across technical and business audiences
- Understand Fujitsu global strategies and methodologies
- Ability to put together and defend a business plan
- Basic understanding of financials
- Understand main sales and delivery processes, including GDC
- Good level of written and spoken English mandatory
- Other European language is a plus
