Atos is hiring a Country Sales
About Atos
Atos is a global leader in digital transformation with over 110,000 employees in 73 countries and annual revenue of over € 11 billion. European number one in Cloud, Cybersecurity and High-Performance Computing, the Group provides end-to-end Orchestrated Hybrid Cloud, Big Data, Business Applications and Digital Workplace solutions. The group is the Worldwide Information Technology Partner for the Olympic & Paralympic Games and operates under the brands Atos, Atos Syntel, and Unify. Atos is a SE (Societas Europaea), listed on the CAC40 Paris stock index.
The purpose of Atos is to help design the future of the information technology space. Its expertise and services support the development of knowledge, education as well as multicultural and pluralistic approaches to research that contribute to scientific and technological excellence. Across the world, the group enables its customers, employees and collaborators, and members of societies at large to live, work and develop sustainably and confidently in the information technology space.
Mission
Sell all or part of the portfolio from the Division to a defined list of Clients. Leverage client relationship to cross-sell with other Divisions.
Main Responsibilities
Overall:
The Country Sales is dedicated to develop new business on the scope of the country.
Scope:
He is given a territory among the clients, by the Div. Sales Head, based on the GBU Sales Plan.
Go to market
- Produce Account Business Plan for each customer of his territory and across all Divisions.
- Ensure solution is deemed a value proposition by the customer
- Ensure consistent pipeline is created for the account
- Ensure win plans are created in responsibilities
Customer management
- Drive demand creation initiatives
- Understand market differences to tailor offering
Leadership
- Provide inputs on sales strategies and win plans
- Ensure competitive intelligence is relevant and specific
- Manage the led clients jointly with the Client Manager
Sales operations
- Ensure CRM data quality (closing date, TCVOE, Item Offering …)
- Drive and monitor OE forecast and coverage for current semester and next semester
Required capabilities and certification
- Strong knowledge on one or several offerings of Atos portfolio
- Ability to pitch offerings from other Divisions
- Ability to articulate our solutions into a value proposition and answer customer needs.
- First-hand experience of selling distributed delivery solutions involving low-cost locations like India and Poland
- Ability to close Deals
- Creating options & building desire
- Collaborative approach
- Good presentation skills
Key tools, processes, and meetings
- Account planning definition & execution
- Rainbow bidding contribution & execution
- Win workshops contribution & execution
- BTIC session and client Hackathons
- 1-2-1 meetings with Sales Head & Client Manager
- Quota monitoring & Pipeline updates through CRM and management reporting
- Minutes of the Client Meetings
- Offerings trainings & certifications
- Leads the Innovation workshop processain responsibilities
What Success looks like:
- OE New business > minimum quota
- ER Growth
- Cross selling other divisions
- Project Margin in line or higher than PM guidelines
- High value creation for the customer
- Sustainable pipeline of deal
Here at Atos, we want all of our employees to feel valued, appreciated, and free to be who they are at work. Our employee lifecycle processes are designed to prevent discrimination against our people regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes them unique. Across the globe, we have created a variety of programs to embed our Atos culture of inclusivity, and work hard to ensure that all of our employees have an equal opportunity to contribute and feel that they are exactly where they belong.
Closing date : 08 May 2020
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