PRINCIPAL CONSULTANT

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 Solution Manager is an influential and customer-facing role, whose primary focus is to build credibility with the customer, both for the proposed solution and Atos. They will be engaged in high value solutions providing vision, direction and management to the bid solution teams resulting in solutions that are compelling, profitable and deliverable. This involves building up an understanding of the customer stake-holders requirements, defining and improving the pre-sales processes and evaluating business value; whilst ensuring compliance with the company and, for existing customers, the account technical standards.

The Solution Manager ensures the end to end solution responds to the business requirements of the customers in the most cost-effective and innovative manner. Their goal is to deliver a competitive proposal based on a solution including an architecture and services that supports the most efficient and secure IT environment meeting the customer's business needs.

The Solution Manager is responsible for the holistic customer solution proposal and its deliverability in the dimensions of business, technology, services, resources, timeline and costs.

Main responsibilities:

Customer focus

• Works closely with customers to ensure a clear understanding of their business priorities and needs

• Analyzes and interpret customer business needs and frame their requirements in terms of Atos portfolio solutions

• Presents Information in a compelling (value-add) and concise manner at Senior levels

• Supports contract negotiations and has the ability to challenge the client

• Customer stakeholder mapping and management

• Presents and negotiates the solution with customer (from operational to CxO level)

Solution focus

• defines and manages solution team to deliver an integrated end to end solution which fits with the customer needs and requirements

• Specifies all assumptions  & ensures appropriate clarification with the customer

• Leads the collection of customer specific data (e g due diligence) to validate solution accuracy

• Creates solution cost model to commercial management standards

• Explains and presents the “big picture” , including aspects of workforce re-utilization after people take over

• Support T&T / Global Program Management in achieving success in customer implementations for solutions

Bid operations

• Understands and applies Atos bidding and all relevant approval processes, and controls involvement of delivery units during bid phase

• Sells the solution internally and challenges delivery cost & innovation

• Devises suitable strategies for risk mitigation, documents in risk register

• Successfully executes a controlled bid closure and its handover to the operational authority / sponsor

Minimum relevant experience:

• 5 to 10 years’ experience in Solution Management or Solution Architect roles in presales, solution design and / or equivalent roles

• Proven management skills and experience in similar organizations, understanding of Atos ecosystem and experience preferred

• Strong presentation skills and Customer interaction and negotiation experience (from operational to CxO level)

• Experience in complex solution sales and architectural environments in the area of ITSM, Infrastructure, Data, NW, Cloud and Digital solutions/offerings.

• Preferred to have experience in Managing and leading Customer opportunities larger than 20 million Euros as the end to end  Solution Manager