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Client Executive Partner- Public Sector and Defense

Publish Date:  Jul 21, 2021
Location: 

Amsterdam, Amsterdam, Netherlands

Company:  Atos
About Atos

Atos is a global leader in digital transformation with 110,000 employees in 73 countries and annual revenue of € 12 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 space. Its expertise and services support the development of knowledge, education and research in a multicultural approach and contribute to the development of scientific and technological excellence. Across the world, the Group enables its customers and employees, and members of societies at large to live, work and develop sustainably, in a safe and secure information space.

 

The Client Executive Partner is the primary point of contact for the client, with responsibility for growing the business relationship and performance of the contracted services. Executive Partner role requires in depth Public and Defense industry experience, building strong client relationships, a track record of technology sales success, and a solid understanding of IT service delivery and operational processes. The Client Executive Partner role provides hands-on leadership to the account team focused on continuously improving customer satisfaction, expanding our solutions portfolio, and supporting the client's digital transformation strategy. The Client Executive Partner is the single point of accountability, supported by the service delivery manager (SDM) and global service delivery team. The Client Executive Partner is the empowered Atos representative who manages customers business relationship. His/her mission is to grow one or several Atos clients’ accounts across the Industry. Mainly Central Government.

Core responsibilities:

This is a senior position which requires the individual to work independently, making sound business decisions based on broad IT expertise, client knowledge and industry experience

Ability to build and maintain strong working relationships with key internal business partners is critical

Cultivate client executive relationships/engagement Understand client business strategy

Leverage company resources to bring innovation supporting the client’s business and processes and future transformation plans

Drive profitable growth within the account

Set strategy for client account

Portfolio development:

  •  Contribute to the development of new products through the identification of customer needs
  •  Co-develop new Industry-specific solutions with customers and GCEX (for global accounts) or Industry Country Leader (for local accounts) Improve account profit margin Customer Management – Planning, Selling and Delivery

 Construct and reinforce relationship with customers

 Be positioned as a business partner of the client’s organization

 Assume full end-to-end global P&L accountability for the client account

 Be accountable for all dimensions of account, from sales to operational excellence in service and project delivery

 Implement the Account Plan, growth strategy and ambition for his/her client(s)

 Be responsible for client’s stakeholder relationship management Owner of overall customer satisfaction

People Management:

Lead and functionally manage a dedicated core client management team (Sales, Solution Manager, Industry Expert, Delivery Executive, Program Managers)

Required Experience

Bachelors' degree or equivalent experience is required

15+ years’ operating as a successful leader at technology or consulting firms, ideally as General Manager of strategic accounts in the Public & Defense Industry

Minimum 10 years in sales or client services required

Has run a P&L responsibility including financial management

Exceptional quality level of Client/Customer Service and deep delivery experience

Industry specialist: 10+ years of experience in Public & Defense Industry required

Possess understanding of the following technologies:

  •  Cyber Security, Decarbonization, Digital Workplace, AI, Cloud, Big Data, DevSecOps, SAP migrations, 5G/Smart Cities and Smart Public & Defense, Digital Services, Unified Communications,

Senior client sales /sales management track record, strong negotiation skills.

Exceptional verbal and written communication

Ability to create and manage relationships at CxO level Strong market, IT delivery and technical knowledge

Travel: 10/15% travel may be required to other Atos offices, client sites, or conferences

Skills and knowledge

Fluent commercial written skills in English the relevant local language(s).

Leadership skills with the ability to motivate people to produce good results

Showing an attitude as accessible and always available, as Atos is operating in the services business

Good (internal) customer engagements skills and the ability to build trust ITIL process and service management Know-How

Project management

Understand the basics of Cultural & Organizational Change

Thorough understanding of business and IT directions, trends and technologies

Strong in customer facing Financials (Business Case, TCO, Budgeting, ABC, NPV, EBIT, P&L, Managing and Optimizing Cost)

Strong communication & negotiation skills

Ability to balance pragmatic, strategic & innovative thinking

Entrepreneurial, proactive, leadership, teamwork, team coaching, competitiveness

Strategic thinker.

Passion for Customer Service.

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.