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Engagement Director

Publish Date:  Jul 22, 2021
Location: 

Irving, TX, 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:

 

 

Engagement Director

 

 

Location:

 

 

Irving, TX

 

 

Job Description:

 

 

Engagement Directors will co-locate with their client and pursuit team for periods during the sales cycle. This will involve some travel; primarily within region but occasionally further afield.

Destination and frequency of travel will be decided by deal requirements, and the candidate must have the ability to travel at short notice in order that we can improve our client-facing opportunities.

During the global pandemic (Covid19), increased levels of remote working have been utilized to match customer working practice and minimize the spread of the virus.

The Engagement Director is encouraged to adapt to these conditions and follow any current corporate and local guidelines on appropriate travel.

 

 

Organizational Overview (specific to business area)

 

 

Within Atos, major client opportunities are handled by the Global Strategic Sales (GSS) team.

Working with all client industries and regional business units, the team comprises over 100 skilled sales and presales professionals tasked with identifying and developing our most strategic client engagements.

This is a critical client-facing function and it offers the opportunity to work in a varied, exciting and relevant environment.

Skills within the team focus primarily on the core professions of sales, bid management and engagement management. These core teams draw upon further expertise across the business to develop propositions that deliver value for our clients.

 

GSS is the home of excellence for sales execution its team members either already possess an established successful track record in large/complex deals or show promise for outstanding talent in this area.

Working within the GSS organization, Engagement Directors work within dedicated pursuit teams to lead high-profile sales opportunities. The role forms part of the core bid team along with the Deal Maker and Bid Director who also work for the GSS organization.

 

The GSS teams work on key deals for our industry verticals and are considered specialists in running and closing deals regardless of the client’s industry or technology preference.

Engagement Directors typically drive a single major sales campaign at any given time. The role offers the opportunity to work either within a specific client industry or across a range of opportunity profiles.

Engagement Directors play a key role in strategic sales and are significant contributors towards the organization’s growth ambitions.

The Engagement Director role only exists within the GSS organization and has been key to driving improvements in win rates of key deals. In order for the organization to achieve its growth ambitions, the team is expanding in order that this role can be deployed to additional deals, driving an increase in win rate even further.

 

 

 

Key responsibilities for the Engagement Director include:

 

 

  • Responsible for maintaining a winning sales strategy and developing positive relationships with clients, advisors and partners
  • Responsible for the efficient end-end shape of the deal throughout the sales cycle
  • Trusted partner of sales, commercial and solution teams, driving the vision and direction of the deal to optimize our internal capabilities
  • Challenges Atos to out-pace the competition, demonstrating key insights into alternative strategies and highlighting our potential weaknesses in a campaign
  • Understands the client’s business case in detail and crafts the right Atos strategy to fit
  • Drives the commercial deal & negotiations to achieve the best outcome for the client and Atos
  • Assuming any key role within a deal and ‘stepping-in’ to handle an area at risk of underperforming
  • Ability to appear credible in any assumed role in front of the client
  • Directs the development and production of a high-quality winning proposition in line with the agreed sales strategy. This includes written proposals, client presentations and commercial proposals
  • Develops and maintains executive partner relationships within Atos that facilitate quick decision making, and trust within the team
  • Identifying any need for partnerships and building coordinated bids as appropriate
  • Contribution to ongoing development of best-practice and innovative deal approaches
  • Drives competitive intelligence capturing through an extended career network of clients and deal team contributors. Assimilation of acquired competitive knowledge within the GSS teams.

 

 

Requirements:

 

 

Applicants will either:

 

  • already have a successful track record as a Solution Lead, Finance/Commercial Lead or a Bid Director in large/complex pursuits
  • currently hold a senior role as an advisor, leading large client procurements with comparable deal types (ITO, B&PS etc.)
  • fulfil a senior delivery role within a supplier or client, collaborating with sales and delivery teams, and wanting to move into a sales-oriented role

 

Applicants must possess:

 

  • supervise record in crafting and winning large IT outsourcing contracts >£50m in last 18 months [deal sheet to be required for interview]
  • an excellent understanding of sales strategies and their development
  • excellent interpersonal skills and leadership qualities
  • strong commercial awareness
  • experience of operating within formal and informal procurement processes
  • proven skills and track record of effectively challenging the accepted norm to win business
  • relentless can-do attitude, and the desire to identify areas of weakness within a deal and either resolve or step-in
  • ability to command a room with excellent articulation, presentation and communication skills. Both formal presentations and broad client workshops
  • comfortable with taking sophisticated, unstructured situations and leading a team in getting transparency, understanding and agreement

 

Applicants should:

 

  • have 10+ years’ experience in a related deal role
  • be able to demonstrate very high levels of proactivity, initiative and drive
  • deep technical/architect skills not required, but a broad and inquisitive experience of multiple service types (MS, SI, BPS), technologies and consulting
  • demonstrate experience of working with various international teams and cultures
  • be of an inquisitive nature

 

 

Successful Engagement Directors will be championed by Atos executives, and have opportunities to progress to senior leadership roles and gain places on our Leadership and Talent development programs. Top talent within this small community have grown their careers to Deal Makers and GSS leadership positions.

 

 

 

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.


Nearest Major Market: Irving
Nearest Secondary Market: Dallas