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Client Executive Partner

Publish Date:  Sep 5, 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:

 

 

Client Executive Partner

 

 

Location:

 

 

US Wide

 

 

 

Job description:

 

 

 

Manufacturing Client Executive Partner Location: US Wide Job Description: The CEP Manufacturing NA is responsible for managing the P&L, Client Relationship for group of client accounts. The CEP Manufacturing NA manages the Manufacturing Industry Client Relationship and overseas all Account Management Activity. This person is responsible for growth of overall Manufacturing revenues, focusing on retention and renewal of large customers, and in collaboration with CPs & Service Line partners for profitable growth with client accounts.

 

 

Core Responsibilities:

 

 

  • Commercial development – Planning & Selling Develop relationships with key Manufacturing Industry executives at board level, positioning Atos as a thought leader and key innovative business partner.
  • Collaborate with Head of Manufacturing sales, Client Delivery Partners on definition of Industry sales strategy and ensure execution of defined strategy.
  • Manage end-to-end sales activities from pipeline to offer sign-off for farming of accounts, pulling through entire Atos portfolio and capabilities.
  • Drive organic growth of accounts through proactive demand creation initiatives Account planning and Standard selling methodology application, as well as contracted margins.
  • Leverage Manufacturing-specific knowledge and expertise to sell end-to-end digital transformation projects.
  • People management Reskill, recruit and manage Sales community: Account manager, Offering specialists, Bid manager, Sales assistant. Review performance of Manufacturing Sales Management team. Sales & Client Relationship Order entry, Revenue, Operating margin, Cash Qualified pipeline NPS, CSAT Win rate, Lead conversion rate.
  • 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 perfection in service and project delivery
  • Implement the Account Plan, growth strategy and ambition for his/her client(s)
  • Be responsible for client’s partner relationship management
  • 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)
  • People Management
  • Lead and functionally manage a dedicated core client management team (Sales, Solution Manager, Industry Specialist, Delivery Executive, Program Managers)

 

 

Expectations:

 

 

  • Industry Knowledge - Manufacturing Industries
  • CXO Presence
  • Able to articulate the entire portfolio (Next Generation of services) and align to customer’s problem to help them digitize
  • Build strong understanding of the customer’s business and their future journey and the impact of technology on their business (Digital Disruption)
  • Bring a deep understanding of Trends and Technology
  • Business Insight and Financial Discipline
  • Intellectual Curiosity
  • Bias to Action
  • General Manager and CEO- Executing for Results
  • Build the vision to be able to communicate to the team and use the organization to scale the growth (e.g. Sales, Digital Office, etc.), as well as establish cohesion and dedication

 

 

Minimum Qualifications:

 

 

  • BS degree or equivalent work experience
  • 15+ years of experience in selling large deals across the Manufacturing Value Chain Experience in selling across manufacturing sub verticals (Auto, Process, Discrete, Industrial, Aerospace)
  • More than $50M of P&L Responsibility
  • 10 + years of experience in leading $50M + portfolio for a large Consulting, Technology and/or Outsourcing Services provider.
  • Successful experience in shaping & selling large multi tower deals, driving growth through cross-sell and upsell.
  • Successful track record in selling digital solutions including (not limited to ) IoT , Smart Manufacturing, Digital Supply Chain, PLM etc
  • Industry Specialist with experience Building and crafting the digital transformational agenda of the clients and CXO
  • An ability to engender trust and build long-term symbiotic business relationship with clients
  • Action Oriented with an ambitious spirit as proven by past business success
  • Demonstrated leadership, sophisticated analytical and problem-solving skills coupled with a strategic approach
  • Build and cultivate a team environment that encourages people to take risks and do their best to achieve overall client satisfaction
  • Encourage high standards of performance and inspire others to define new opportunities and continuously improve the organization
  • Travel within the assigned accounts once travel restrictions are lifted

 

 

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.