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Account Manager - Multiple clients

Publish Date:  Jan 11, 2022
Location: 

UK Wide, UK Wide, GB-United Kingdom

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 opportunity

The Account Manager is the person in charge of leading a company's relationships with its customers. They build long-term relationships with a group of customers to keep clients or accounts as long as possible, whilst maintaining a healthy pipeline. Account Managers also find new business, be assigned prospects, given accounts, or a combination thereof. Tasks may involve proposal and programme management, strategic planning, sales support, and marketing.

 

Responsibilities

 

Leadership

  • Understand and articulate customer’s key business objectives and challenges and differentiate Atos solutions required to support objectives and tackle challenges at C level

  • Create, lead and inspire bid teams to success

 

Commercial acumen

  • Sell on value and not on price and be commercially astute

  • Handle Atos available resource responsibly by prioritizing where the investment should go and at what time to achieve the best return for the customer and Atos

  • Understand client investment priorities and financial process, decision making process and budget

  • Balance the Atos needs of OE, Revenue and margin in securing good sustainable business

  • Negotiate contracts to achieve optimal profitability, and minimise commercial risks, within the bounds of the current commercial contract

 

Relationship management

  • Create a defined relationship map including executive and operational team and develop a contact strategy including executive engagement to progress the relationship to deliver value

  • Build evolving relationship agreements that go beyond the contract with suitable metrics in place as a differentiator

  • Focal relationship point for additional business

 

Winning mentality

  • Ensure adoption of sales community standards and tools

  • Act accordingly for achievement and instil it in others

  • Limit opportunity for competitive threat

 

Strategic planning

  • Owner of the future direction and business growth plan

  • Build an integrate sales and marketing plan for the account(s)

  • Ensure that a living account plan is in place with appropriate measures of success to build a long term collaborative relationship

  • Ensure accurate monthly sales forecasting and update Rainbow and CRM tools appropriately

  • Understand Government and influence from Cabinet Office/GDS

 

Opportunity creation

  • Create and qualify sales opportunity optimally and work well with service lines closely

  • Proactively seek out client problems to solve

  • Build alliances strategy that delivers results with key relevant partners

  • Promote off shore capability and solutions at every opportunity

  • Suggest relevant solutions and close opportunity promptly

  • Encourage other Atos resources and partners to recognise opportunity

 

Navigation ability

  • Able to conduct Atos resources, either internal or external in support of customer’s key projects therefore growing the efficiency of collaboration and progress through Rainbow and handle optimally internal sign off process

  • Able to navigate and co-ordinate those resources to reduce complexity and cycle time

  • Understand and handle customer decision and approval processes

 

Skills we’d like

  • Understanding of customer’s core values and application of Atos core values

  • Leadership skills that result in customer satisfaction and increased investment in Atos

  • Ability to continually build trust, sustain it and motivate people internally and externally

  • Broad view of industry, competitors and other relevant industries

  • Ability to innovate with people, solutions and process in a pragmatic way

  • To have the ability to improve Atos reputation and increase Atos brand awareness and value

  • To have frequent ongoing contact with key people who impact decisions on projects, business and IT strategy

  • Ability to handle complexity

  • AD to understand diversity and cultural impact

 

Signs of success

  • Overall OE plan including new sales (OE) streams from multi service lines

  • Maintain existing revenue stream delivering a healthy business mix from the Atos portfolio

  • Customer CIO/C Level executives to recommend Atos to other CIO/C Level executives

  • Protection of existing customer investment stream

  • Performance against balanced scorecard by doing the ‘right things’

  • Enrolled as a reference customer with business value case studies for solutions and relationship

  • Potential projects uncovered, pipeline growth across brands and services

  • Improve performance whilst reducing costs, theirs and ours

 

How to apply 

Confident this sounds like you? Please click below to complete our online application form and attach your CV in either Word, rtf or text format.

 

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.