Global Deal Maker - ATOS Origin

B&PS Global Deal Maker (Global Sales)

Context :

- As the customers grows larger, more diversified and more dispersed, Atos - B&PS Large Deals Team helps customers gain better control, lower TCO, optimize performance, maximize availability, tighten security and reduce complexity all across the enterprise.

- The Deal Maker and his/her team focus on those customer opportunities with the greatest scope and complexity and represent the highest priority for Atos.

- These outsourcing engagements typically are EUR 40Mill+ in contract value and can represent virtually all of the technology resources within Atos B&PS.

- With an emphasis on conceiving and developing the most sophisticated solutions possible for global customers, the Deal Maker engages with customers at the business level and clearly establishes the link with the technology level.

Job Summary :

- Complete responsibility in Shaping and Closing large B&PS deals together with Client Executives of Atos - Top Accounts from Opportunity qualification and Risk assessment to Contract negotiations and closure.

- Working at the CxO levels within prospective customer organizations, the Deal Maker will manage the sales engagement process (Stage Pursuit to Transition Handover) for large, complex, multinational opportunities at B&PS.

- He/She has the ability to operate across 4 critical dimensions i.e. Client activities, Solution activities, Commercial activities and Internal Stakeholder activities

- Has demonstrated knowledge of Digital Transformation Strategy, in particular Application Transformation and Development, Captive to Cloud Journey and the Digital Edge Transformation Framework in addition to classical System Integration and Application Outsourcing Deals

- During the sales engagement process he/she will analyze needs and recommend solutions as well as to develop a compelling proposition that meets customer needs and delivers a competitive advantage for the customer.

- Responsible to develop and mutually agree Win Strategy and Price to Win for the specific deal

- Works closely with the Global Solution Team to translate win strategy into solution features; integrate alliance partners into the winning proposition

- Creates deal structure and team, deal programme plan and controls execution with Bid Manager

This consultative, high-level selling will require the development of business case and revenue and profitability forecasts along with Finance.

- Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.

- Facilitates Executive Contacts along relationship and communication plans

- Ensures that the deal has the support, buy-in and approval of Atos- Executives

- Reports into Deal Engagements at B&PS Sales

Working conditions :

- Position requires extensive travelling and work on customer premises.

- Long working hours are necessary with high peaks of workload during deal engagement.

- Position requires coordination of a virtual engagement team spread over various locations and time-zones.

- Position requires ability to work with a large variety of possible team configurations.

Performance Standards :

- He/She will have a consistent track record of success in negotiating and closing business for complex IT outsourcing services in the target revenue range with high win rates.

- He/She possesses consultative selling skills that build and manage long-term, strategic relationships at the CxO level.

- He/She applies visionary thinking that exhibits state-of-the-art technical, functional or business knowledge which influences corporate strategies and actions to meet future market and economic conditions.

- His/Her interpersonal skills that build and sustain liaisons with other internal organizations, services, practices and businesses on a global, enterprise-wide level are required.

- He/She maintains excellent relations to Atos seniors and gains critical deal support and approval by applying his diplomatic skills.

- He/She naturally integrates in a multicultural team environment.

Individual requirements :

- University or Bachelor's degree; advanced University degree preferable.

- Typically 10+ years directly related experience in selling large application development and management service contracts

- Consultative selling approach focused on business outcome not technology features; experience preferred in the MRT market space

- Demonstrated knowledge of Digital Transformation Strategy, in particular Application Transformation and Development, Captive to Cloud Journey and the Digital Edge Transformation Framework

- Ideally has work experienced at one of the Indian Top 5 IT services firm or a strategy and technology consulting firm

- Strong networker with fast ramp up to CXO level, Board Room presence

- Familiar with large deal sales strategies and tactics in Outsourcing

- Demonstrate business, technical or functional knowledge at the mastery level, as well as financial or operations knowledge.

- Strong understanding of global Finance, HR negotiations, contracting and regulations.

- Understanding of M&A transaction, specifically captive acquisitions

- Track record of Large Deal closing

- Fluent in English negotiation a 2nd language (German or French) would be a plus

- Excellent interpersonal skills and facility to integrate in diverse cultural environments

KPI / Financial package :

- Contracted order Entry and Margin

- Fixed income at current market rates

- Benefits as per regional policy

- Global Deal Incentive

About Atos :

- We are leaders in digital services with pro forma annual revenue of circa - 12 billion and circa 100,000 employees in 72 countries, serving a global client base.

- We strive to create the firm of the future. We believe that bringing together people, business & technology is the way forward. At Atos, we embrace this journey, striving to remain the trusted partner that delivers digital empowerment to our clients.

- We are the Worldwide Information Technology Partner for the Olympic & Paralympic Games.

- A Societas Europaea (SE), we are listed on the Euronext Paris market. We operate under the main brands Atos, Atos Consulting, Atos Worldgrid, Bull, Canopy, Unify and Worldline.