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Priority Deal Maker

Publish Date:  Jan 13, 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:

 

 

Deal Maker

 

 

Location:

 

 

US Wide

 

 

Job Description:

 

 

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 multifaceted, rewarding and exciting 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/sophisticated deals or show promise for outstanding talent in this area.

Deal Makers lead and run dedicated pursuit teams within GSS, driving opportunities on behalf of our client industry teams. Deal Makers typically drive operational sales activity for 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.

Deal Makers work on the most critical sales opportunities for the Group – and are tasked with producing outstanding standards of deal-execution from our teams.

As is common with Deal Maker roles, a high degree of working flexibility is required to accommodate fluctuations in bid activity

 

 

Key responsibilities:

 

 

  • Overall responsibility for all deal operations and is mandated by the organization to lead the deal from Pursuit to Contract signature.
  • Analyze RFI/RFP/opportunity and define winning sales strategy which fits to client requirements/situation. Gain agreement for deployment of the strategy.
  • Build and lead strategic relationships at client decision bodies (CEO, CFO and Board of Directors level)
  • Effectively lead and empower entire pursuit teams by establishing a ‘winning spirit’ in the deal team.
  • When appropriate challenge the various deal domains (solution, finance, legal, HR…) on the overall approach to encourage creative solutions that can be expanded by the teams.
  • Represents pursuit during internal rainbow/mgmt. sessions
  • Structures and leads contract negotiations with clients
  • Ability to advise, empower and inspire others to succeed.
  • Leads by example
  • Establishes a winning spirit in deal team
  • Effectively leads internal partners across both Industry/GBU/Group Exec.
  • Contribution to ongoing development of best-practice and innovative bid management.
  • Create, develop and champion enduring relationships at CXO level

 

 

Successful applicants will:

 

 

  • Demonstrate a consistent track record in sales of large outsourcing contracts (€100m+ deals and win rate of at least 1 in 2).
  • Possess relevant and up to date knowledge of the market and competition
  • Have experience of working within complex matrix organisations.
  • have demonstrated outstanding success in a related role and be committed to a future career in bid management; or
  • have demonstrated outstanding acumen and success in smaller/less complex sales opportunities and are looking to take a significant step in their sales career.

 

 

Applicants must possess:

 

 

  • A good understanding of sales strategies and their development
  • Good team-leadership qualities
  • Strong commercial awareness
  • Creative thinking and solution management
  • Focus of deal closure
  • Experience of operating within formal and informal procurement processes
  • Very high standards of written and verbal communication.
  • Strategic & Consultative selling skills
  • Outstanding presentation skills – both personally and coaching the team (junior and senior actors on the team
  • Tenacious, persistent and determined

 

 

Desirable Criteria;

 

 

Applicants should:

 

 

  • Be able to demonstrate very high levels of proactivity, initiative and drive
  • Possess a winning track-record in complex sales opportunities
  • Exhibit high levels of interpersonal ability and demonstrate an uncompromising attention to detail
  • Demonstrate experience of working with various international teams and cultures.

 

 

Requirements:

 

 

  • 4 year degree or equivalent experience
  • 8 + years of Sales in IT field experience
  • C level experience
  • Excellent verbal and written communication 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.


Nearest Major Market: Irving
Nearest Secondary Market: Dallas