IoT Lead



    Fujitsu is the leading Japanese information and communication Technology Company and a leading provider of IT products and services including hardware, software, networking and business solutions to customers in more than 100 countries. We are known for our ability to harness the power of IT for our clients and to build innovative practices and solutions. At Fujitsu, you will find a dynamic work environment with multidisciplinary teams involved in stimulating projects. Fujitsu is where you can pursue your full career potential. We enable our employees to grow as individuals, mature as industry professionals and proudly succeed as key members of the Fujitsu team.

    Reporting to the Chief Digital Officer / Head of IoT & Analytics for Fujitsu North America the IoT Lead role is focused on consulting excellence, sales, business development, capability development and thought leadership. It is largely a client facing role, requiring a highly consultative approach to senior business leaders. It is a role that focuses on the resolution of business problems, through the use of technology, rather than focusing on the application of the practice technology itself.

    The IoT Lead will be responsible for establishing the IoT business unit, setting the strategic direction of the unit, defining the go to market solutions / propositions, identifying and recruiting talent into the team, generating pipeline and ultimately establishing a successful business that generates revenue and profit for the Fujitsu North American Digital unit. This role will operate as part of the leadership team for the Digital Technology, IoT & Analytics unit.

    Specific responsibilities include:

    • Establishing a successful IoT business unit that generates revenue and profit for Fujitsu
    • Setting the strategic direction and defining the roadmap for the IoT business unit
    • Identifying, developing and evolving repeatable IoT solutions aligned to market/customer needs
    • Taking solutions to market in conjunction with other units to grow the IoT business
    • Developing skills and capabilities across the team and recruiting talent, taking into account right-shoring as appropriate
    • Delivering solutions to customers quickly (including Proof of Concepts / Proof of Value)
    • Generating a qualified pipeline
    • Ensure customer satisfaction and references
    • Key performance indicators include Unit P&L and growth, Revenue & margin from IoT solutions, Customer satisfaction, IP creation, IoT capability, Solution delivery, and credibility in the market


    – 20+ years of experience in IT Industry
    – 5 years minimum experience building and running IoT practices / business units
    – Track record with a blue chip consulting firm, outsourcing firm or system integrator
    – 5+ years of experience delivering solutions in Industrial IoT
    – Track record of designing and bringing to market IoT propositions and services
    – Track record in provoking, bidding and winning new business in IoT
    – Excellent understanding of IoT as a client solution

    • Deep understanding of the various technology platforms available in the market to support IoT solutions. An appreciation of which work well in each sector and why
    • Good knowledge of developing end-to-end IoT solutions aligned to client requirements that drive business value
    • Have a holistic approach to IoT and can understand how it works with analytics and other digital technologies such as Augment Reality to develop innovative solutions to customer problems
    • Establishment of commercially successful relationships with technology vendors

    – Mentoring and development of staff
    – Results oriented / tenacious achievers who get results
    – Customer and market orientation
    – Ability to anticipate customer and market trends/shifts
    – Inspirational leadership skills
    – Entrepreneurial and visionary thinking

    Personal characteristics:

    • Excellent relationship building skills, with the ability to use relationships to uncover and develop opportunities
    • The ability to develop and maintain long-term relationships built on integrity, trust and doing the right thing
    • A high degree of perception, with the ability to read people and an ability to communicate a message effectively
    • Ability to quickly understand complex products and broad service offerings
    • Ability to work autonomously and strategically
    • Highly developed influencing skills to gain access to the breadth of the client organization, and influence internally in support of business development objectives and meeting clients’ needs
    • Strong leader who is energetic, enthusiastic, ambitious and hungry
    • Outstanding team player working across the organization but also with the resilience and motivation to operate individually
    • The ability to communicate and present both orally and in writing, at board level and comfortable with ambiguity, uncertainty and change
    • High degree of drive, energy, self-confidence, commitment and flexibility appropriate to a merit-based, client-facing environment
    • Confident, intelligent, self-motivated and results oriented individual with excellent numeric, analytic, interpersonal and presentation skills

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