Bid Manager - Strategic Pursuits

Bid Manager – Strategic Pursuits

We Are Fujitsu

We use technology to make happier lives. We are a global leader in technology and business solutions that transform organisations and the world around us. We have a long heritage of bringing innovation and expertise, continuously working to contribute to the growth of society and our customers.

About the role

We're seeking a Bid Manager - Strategic Pursuits to join our Pre-Sales team to help deliver high-impact growth opportunities. In this role, you will lead highly strategic, complex, high-value bids end-to-end, shaping winning strategies, and producing compelling, compliant proposals that meet customer requirements and reflect Fujitsu's commitment to integrity and excellence.

Reporting to the Director of Bid & Proposal Management, this is a permanent, full-time position based in either Sydney, Melbourne, Canberra, Brisbane, Auckland or Wellington (with travel as required).

Key Responsibilities

Bid Leadership & Strategy:

• End-to-end Bid Management: Lead and manage the entire bid lifecycle for Fujitsu Oceania's strategic and large deals, from initial qualification and solution development through to contract award.
• Win strategy & value proposition development: Develop, articulate, and embed compelling win strategies, innovative value propositions, and clear differentiation points. Ensure these are inherently linked to Fujitsu's capabilities and address the client's explicit and implicit strategic objectives.
• Strategic alignment: Collaborate with sales, presales, technical teams and marketing to develop bid strategies that are fully aligned with Fujitsu's overarching goals and capabilities.
• Opportunity qualification & analysis: Support the Opportunity Owner in rigorous qualification of each opportunity, leveraging professionally facilitated lessons learned, competitive analysis, and win strategy development events.

Bid planning, Execution & Governance:

• Comprehensive Bid planning: Develop and manage detailed bid plans, budgets, resources, and assurance activities to meet strict time, cost, and quality targets.
• Resource coordination & team leadership: Identify, organise, and control resources required to support bid production, ensuring the delivery of high-quality contributions from all team members. Lead and manage all members of the bid team, fostering collaboration to achieve a successful, winning outcome.
• Effective Bid initiation: Initiate bids through formal kick-off events that engage all bid team members and supporting stakeholders, ensuring a consistent understanding of the client, opportunity, competition, win strategy, challenges, roles, and execution plan.
• Proposition & response development: Manage the bid team to ensure the proposition and underpinning solution comply with customer requirements and align with the overall win strategy. Oversee the creation of exceptional customer response documents through professionally facilitated storyboard sessions and monitor development to ensure timely completion of quality review events.
• Governance & processes: Apply and enforce effective bid governance, processes, and best practices. Act as the primary interface and focal point for all bid related activities, ensuring seamless coordination between all internal contributing teams and external partners.
• Budget management: Develop a bid budget for the lifecycle of the opportunity and continuously monitor/control expenditure against approved budgets.

Risk, Stakeholder & Client Management:

• Risk Management: Identify, analyse, respond to, and manage bid risks, assumptions, and dependencies throughout the bid lifecycle in collaboration with the Lead Deal Architects and Commercial Management, enabling informed due diligence and successful contract negotiation.
• Senior stakeholder engagement: Engage confidently and effectively with senior internal and external stakeholders.
• Client relationship management: Build and maintain strong relationships with clients, understanding their needs, and tailoring bid responses to address those needs effectively.
• Quality Assurance: Ensure all bids meet Fujitsu's standards for content, formatting, and accuracy, working with the Proposal & Content Management team as needed for review and editing.
• Contract finalisation & handover: Coordinate the negotiation and contract finalisation process, ensuring timely completion and a smooth transition to delivery teams and assigned account teams post-award.
• Performance analysis & lessons learned: Conduct thorough post-bid reviews (win/loss analysis) for strategic deals to capture lessons learned, track bid outcomes, analyse win/loss trends, and identify areas for improvement in the bid management process.
• Process enhancement: Proactively contribute to continuous improvement within Fujitsu's Bid and Proposal processes and strategic approaches.

Requirements and Experience

• Deal Mastery: Proven track record of successfully guiding and winning complex, multi-year, multi-service, or transformational bids` for large enterprise or government clients in Australia or New Zealand.
• Executive-Level Communication: Demonstrable ability to craft compelling narratives, present complex information clearly, and facilitate discussions with C-suite executives both internally and externally.
• Orchestration & Influence: A highly collaborative and influential individual, capable of leading diverse virtual teams and subject matter experts to contribute effectively and on schedule.
• Exceptional Communication: Outstanding written and verbal communication skills, with the ability to author and edit clear, concise, and persuasive proposals, presentations, and executive summaries.
• Problem-Solving: Strong analytical and problem-solving skills, adept at navigating highly complex technical, commercial, and political challenges within a bid context.

Why Fujitsu?

We are an organisation with a strong set of values and a history of respecting fairness and equality, whilst promoting diversity, equity, and inclusion. We constantly push ourselves to do better and strive to bring together a diverse mix of perspectives and talents in an inclusive environment, where we encourage our people to bring their full selves to work. We call this Be Completely You.

• We put people first. We believe in the power of diversity to drive innovation and our AWEI (Australian Workplace Equality Index) Gold Employer status, and Rainbow Tick certification for LGBTI+ inclusion show that we value an inclusive culture.
• We offer tailored career paths across our global organization to support your professional and personal growth.
• Our customers trust us. We have an excellent reputation across the region and globally.
• Best in-class reward and recognition programs flexible work, volunteering leave, and more.
• We live our values of aspiration, trust, and empathy, all day, every day.

Commitment to Diversity, Equity and Inclusion

As an inclusive employer, Fujitsu aims to recruit a diverse range of talents to help us achieve our purpose. In line with our diversity, equity, and inclusion strategy, we highly welcome applications from women and gender-diverse people; Aboriginal and Torres Strait Islander people; Māori and Pacific people; LGBTI+ people; people with a disability; culturally and linguistically diverse people; veterans, Australian Defence Force (ADF) and emergency responders. Transgender and gender-diverse applicants can request a copy of our Frequently Asked Questions to assist with the recruitment journey.

If you don't tick every box in this job description, please don't rule yourself out. Research suggests that underrepresented groups tend to only apply if they meet every requirement. We focus on hiring people who value inclusion, collaboration, adaptability, courage, and integrity, rather than ticking boxes so if this resonates with you, then please apply. For more information, please email careersapac@fujitsu.com.

Search Firm Representatives PLEASE READ:

Fujitsu does not accept unsolicited assistance from search firms for employment opportunities. All CVs or resumes submitted by search firms to any employee at our company without a valid written agreement in place for this position will be considered the sole property of our company. No fee will be paid if a candidate is hired by Fujitsu due to an agency referral where no existing agreement is in place with the Fujitsu Talent Acquisition Team. Where agency agreements are in place, introductions must be through engagement by the Fujitsu Talent Acquisition Team.