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Account Director

Publish Date:  Sep 3, 2021
Location: 

Dallas, TX, US-US

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.

 

 

 

 

 

 

 

Position:

 

 

Account Director

 

 

 

Location:

 

 

US Wide

 

 

Job Description:

 

The purpose of the Account Director in Atos is to deliver above market growth from an existing client or small group of existing clients, ultimately by selling more services to them across Atos’ full portfolio.

Being truly client-centric and developing a relationship with the client that has both breadth and depth, you will develop a detailed understanding of the client’s business. This will enable you to capture and create demand across all areas of the client, with solutions comprising of Atos’ core services and the new, digital technologies we have developed.

Working together with Atos’ delivery organization, you will have a supporting accountability for the P&L and CSAT/NPS with your client.

 

Direct Accountabilities


• Build a credible, qualified pipeline of sales opportunities with your client.
• Execute sales with a high win rate, to deliver an Order Entry (OE) target for your client.
• Work with ‘priority’ (€20m to €50m TCV) and ‘large’ (>€50m TCV) deal teams to win large sales

   opportunities with your client.

 

Supporting Accountabilities


• Support the revenue target for your client.
• Support the profit target for your client.
• Support the CSAT/NPS target for your client.

 

 

Key Aspects of the Role

 

Client Centricity


• Understand and be able to articulate the client’s key business objectives and challenges,

   across all areas of their business operations.
• Understand the market in which the client operates, together with any applicable local or

    international regulations.
• Clearly understand the competitive landscape with the client and the threats that poses to

    Atos.
• Clearly understand the alliance, partner, analyst and advisor landscape with the client and the

   opportunities that creates.
• Develop a broad set of strong relationships across the whole of the client’s business, which

   reaches from c-level down into the client organization, to include client people who are

   actively coaching Atos. Engage a full range of Atos people to support and grow this

   relationship.
• Be clear on the client’s client investment priorities, financial process, decision making process

    and budget.
• Identify where Atos’ core services are relevant to the client to support the client’s business

    objectives and/or solve challenges the client has.
• Identify where Atos’ digital services can accelerate the client in their market and/or with the

   client’s customers.
• Clearly articulate ‘why’ Atos is relevant to the client.

 

 

Account Acceleration


• Build an integrated sales and marketing plan for the client, working together with Atos’

   Delivery organization, that delivers above market growth. Preferably co-create that plan with

   the client.
• Execute that plan on a quarter-by-quarter and on a long-term basis.
• Build a credible unqualified pipeline, to a size that ultimately over-delivers on your order entry

   target, with sales opportunities of any TCV.
• Qualify that pipeline to a credible level, required to over-deliver on order entry, revenue and

   profit targets.
• Execute on a defined relationship strategy with your client, including executive and

   operational teams. Specifically guide and manage an Atos executive sponsor for the client.
• Build a core team to deliver the plan in a timely manner, including focusing and balancing

   resource across multiple priorities.
• Promote the Atos brand and brand values with the client. This should include our focus on

   FS&I.

 

 

Sales Execution


• Lead your teams and stakeholders to be obsessive about the client, to be clear on how and

   why Atos will win and to execute all sales in a professional and timely manner.
• Be obsessive about the qualification of your pipeline. Be clear on whether Atos can win and

   how Atos will win.
• Pro-actively manage churn (deals <€5m) on a monthly basis to deliver against churn order

   entry targets.
• Create, lead and inspire bid teams to win deals between $5m and $20m TCV.
• Work with ‘priority’ ($20m to $50m TCV) and ‘large’ (>$50m TCV) deal teams to win large sales

   opportunities with your client.
• Negotiate contracts (including CCNs etc) to achieve optimal profitability and to minimize

   commercial risks to Atos.
• Ensure the client will become an outstandingly positive reference for Atos.
• Ensure 100% compliance with Atos governance (Rainbow) processes.
• Ensure accurate monthly sales forecasting and update CRM tools appropriately and in a timely

   manner.


Competencies and Behaviors

 

 

  • Trustworthy, transparent, ethical and operate with high integrity.
  • A pro-active advocate of diversity and inclusion.
  • Client centric.
  • Strong understanding of the FS&I market and regulation.
  • Aware of the competitor and stakeholder (e.g. partner, advisor) landscape with the client.
  • Outstanding communication skills.
  • Relationship building skills, within the client and within Atos.
  • Business planning and account planning skills.
  • Able to articulate ‘why’ a client buys from Atos (not just what and how).
  • An ability to execute plans and close sales opportunities on a timely basis.
  • Entrepreneurial, innovative and commercially astute.
  • A strong negotiator.
  • A commitment to your own learning and development, as well as that of your team.
  • A commitment to environmentally sustainable business practices and decarbonization.
  • An ambassador for Atos.
  • All of which make you a leader.

 

 

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.