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Business Development Manager

Publish Date:  Oct 14, 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:

 

Business Development Director

 

Location:

 

 

US Wide

 

Job Description:

 

Business Development Director main focus of this role is to consistently generate new-logo new-business pipeline for their dedicated market.

Also needs to identify, shape and qualify new logo deals (primarily) typically in the value of $50m to $100m+ Order Entry (OE) across Banking, Insurance and/or Wealth Management.

In certain specific and approved situations, this person may be asked to develop opportunities with existing Atos clients. However, this would not normally equate to more than c.20% of their activities (maximum).

Candidates must be able to proactively identify, shape and qualify multi-service opportunities across the whole Atos portfolio including analytics, digital, legacy transformation, digital workplace managed services/ITO, BPO/BTS, security and cloud.

 

Responsibilities include:

 

Leadership

 

 

  • To understand their market in-depth and be able to articulate customer’s key business objectives and challenges and be able to match Atos solutions required to support objectives and tackle challenges at C level to generate opportunities and win business
  • To translate business requirements into proven propositions, and to translate sophisticated IT issues & solutions back into the business language of the client
  • To be able to assemble and lead pre-sales teams inside Atos to help generate and qualify opportunity that Atos wishes to pursue. Motivating and engaging internal colleagues and external partners to work together to deliver innovative solutions
  • To create a new business plan for your territory and prospective accounts and target these specific prospects from that plan

 

Commercial acumen

 

  • Building and running pipeline and converting prospects into qualified opportunities to take into Pursuit
  • To create and handle a pipeline of potential business adequate to achieve your annual business objectives
  • Be accountable for delivering opportunities into Pursuit and achieve or exceed set targets
  • Must demonstrate competent ability in articulating and selling Atos business solutions (e.g. applications management, handled technical services) and software led services, into large and mid-size FS&I client organizations
  • Use Training to sell on value rather than price
  • To qualify out early in the sales process, where neither Atos nor customer will benefit from working together
  • To qualify opportunity in or out early in the sales process to minimize wasting resources including time and money and focusing on what delivers the best value to Atos and client
  • To understand the commercial dynamics of your market to facilitate the identification of potential opportunities 18 to 24 months ahead of Pursuit

 

Relationship management

 

  • To build key client (senior partner) relationships quickly utilising your available network or one you can create
  • To drive ‘contact strategy’ in each opportunity to shape opportunities with a clear executive engagement plan
  • To own the hand-over of relationships when an opportunity goes into Pursuit and support into Pursuit as the need arises

 

Winning mentality

 

  • Be a proactive ‘self-starter’ – the role encourages the holder to develop and bring new opportunities and ideas to the company
  • Embrace and be competent at using standard tools and methodology of sales community to win new business and maintain and grow existing accounts in territory (such as SalesForce and Miller Heiman etc.)
  • Focus on qualifying each opportunity continually from moment of discovery and work with VP Head of Business Development to agree what should be pursued or dropped
  • To effectively participate in and be an active part of the Business Development and wider FS&I Sales Community
  • To take ownership for achieving your Personal Development Plan
  • To qualify sales opportunity effectively and work well with service lines closely to create relevant solutions and close opportunity promptly
  • To represent Atos as an ‘ambassador’ into the wider external FS&I markets
  • Create clear win plans including Marketing support to bring opportunities to Pursuit
  • To know what will differentiate Atos on every pursued opportunity
  • Responding to the very early stages of RFIs or ITTs or consultation processes, working with other areas within FS&I to successfully to formulate and articulate winning responses
  • Seek coaching and mentoring from your VP, Head of Business Development, SVP Sales, and actively request field sales accompaniment where applicable

 

Strategic planning

 

  • To forecast accurately and on a timely basis through the Pre-qualification, Rainbow and Salesforce process
  • To use the Pre-qualification process effectively
  • To follow the correct internal process to help handle risk to Atos and the client and work the internal system so that there is maximum time spent in front of the customer
  • To understand driven environment and put strategy in place that out manoeuvres competition
  • Take Industry and Practice Leadership team and pre-sales organisation out to see clients early in the sales cycle so they can support you, gain good understanding of client requirements, build winning solutions and help you to qualify opportunity before it gets to PURSUIT stage of Rainbow
  • Identify and win business with as short a sales cycle as possible, and have the tenacity to develop and win strategic business with long sales cycles and sophisticated partner maps
  • To collect all of your Contact Data cleanly in SalesForce and use it effectively to share knowledge and store the progress of opportunities

 

Opportunity creation

 

  • Creation, identification and development of key opportunities
  • To articulate a strategic Partner/Alliance strategy and apply it to generate incremental opportunities with the right partners
  • Creating, identifying, recognising and leading end-to-end business development opportunities across the territory
  • To maximize the business development opportunity by ensuring that Atos full capability is deployed; design, build, operate and aligned to the relevant sector on each opportunity

 

Navigation ability

 

  • To be able to enrol Atos resources, either internal or external in support of sales opportunities to close new business
  • To be able to navigate and co-ordinate those resources to reduce complexity and cycle time
  • To engage with senior internal partners to help qualify opportunities and add value to strategic relationships

 

Enhance brand

 

  • To actively pursue references from closed opportunities and work with marketing to develop case studies

 

Essential skills

 

  • Direct experience and evidence of generating multi service deals in the region of $50m + is crucial
  • Experience of navigating through internal governance and compliance within a sophisticated matrix organization
  • In-depth and demonstrable FS&I Market knowledge in chosen territory is critical

 

Core competence and behavior required:

 

  • To be focused in approach to winning to make it a repeatable formula
  • To be the best they can be to deliver and exceed targets
  • Competent in producing detailed proposals and written reports
  • Competent in preparing and delivering winning presentations
  • Create innovative solutions and be able to present these to large audiences.
  • A solid knowledge of IT Solutions for business benefit
  • To be able to communicate Atos value effectively at all levels including C level
  • Understanding of customer’s core values and application of Atos core values
  • To deliver solutions that increase customer satisfaction and investment in Atos
  • To lead internal and external partners effectively
  • Ability to continually build trust, sustain it and empower people internally and externally to support you
  • Ability to communicate Atos good and bad news effectively
  • Broad view of industry, competitors and other relevant industries
  • Ability to innovate with people, solutions and process in a pragmatic way
  • To be able to build rapport and win hearts and minds quickly
  • To have the ability to enhance Atos reputation with the customer and increase brand awareness and value
  • To have frequent ongoing contact with key people who impact decisions on projects, business and IT strategy
  • Must be able to handle complexity
  • To be able to build unique competencies and with required resources differentiate Atos from the competition
  • The ability to handle tight deadlines
  • Winning negotiation skills

 

 

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.