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SAP Field Sales Engagement Manager

Publish Date: Sep 12, 2021

Location: New York, NY, 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:

 

SAP Field Sales Engagement Manager

 

 

Location:

 

 

New York, NY

 

 

Job Description:

 

Business Development

 

The ambition is to double the size of the practice in revenue and headcount over the next 2-3 years. With that in mind, as well as ensuring that the practice is well structured and profitable, this individual will need to have a proven focus on Order Book and Revenue Growth.

 

 

  • Customer relationship management up to CxOs level across the region for key clients.
  • Work closely with the SAP Alliance team to build Atos’ brand as a partner and ensure this becomes a viable and productive route to market and business development channel.
  • Work to improve Atos’ local brand regarding SAP and build a reputation as an innovative market leader.
  • Continuously extract and understand customer intelligence from portfolio Client Managers in order to drive growth and innovation.
  • Drive growth trajectory for SAP practice in region by proactively pushing and ensuring cross-selling, upselling and fertilization on accounts across the region. Drive continuous expansion of Atos services in existing accounts to prevent erosion of profit over time.
  • Ensure additional client demands are translated into agreed service improvements: identify, pursue and on occasions personally close strategically meaningfully contract opportunities in the region.
  • Initiate, supervise and handle renewal of existing contracts in coordination with Market Sales.
  • Support the planning and development of key accounts across the region in coordination with Sales.
  • Ensure Atos is well placed to win large, sophisticated work with enterprise clients as well as maintaining the current footprint with the mid-market.
  • Maintain Atos’ market share in their chosen sectors

 

Delivery

 

  • Work closely with the Head of Operations for Vertical and Practice to ensure contracts and services are delivered as crafted and remain adapted to customer business. Ensure customer satisfaction and act as point of escalation when required.
  • Shape and provide the Atos vision on how to address customer needs for the region.
  • Oversee client management and service delivery teams in the region across many different cultures and client requirements.
  • Drive transition towards increased offshore delivery model within the BU, including negotiations with works councils; ensure quality and regulatory standard's compliance are met within the unit.

 

Finance

 

  • Accountable for achieving maximum profitability within scope (as set in the last approved P&L).
  • Oversee and handle investment and purchase requests, including preparation of business cases.
  • Support finance processes for the unit portfolio across forecasting/planning, backlog management, P&L analysis (after months’ end closing), customer concerns in case of major invoice issues, cash collection, and budget preparation.

 

Requirements:

 

 

Experience/Knowledge

 

 

  • General Management of a large SAP organization in a matrix environment, including responsibility for meaningful revenue, budgets and FTEs.
  • Innovation oriented regarding SAP, with proven track record of working on S4/HANA and Cloud transformations, across the full core ERP suite. Able to credibly build and explain business cases for this type of work to C Level client partners across business and IT.
  • Experience with integration of core SAP modules into other areas (e.g. C4, Ariba, Azure etc.) would be desirable.
  • Expertise in service delivery, costing, partner concern and crisis management within a sophisticated and multifaceted delivery organization.
  • Commercial acumen around efficiently leading a sales pipelines, including knowledge of how best to channel time and resource, how to advise Client Managers and support them in growing existing accounts, and how to bring in new logo accounts.
  • Strong personal networks in the enterprise space; a hands-on leader who can be a difference maker in the room with C level client partners.
  • Significant exposure to working in an international environment, with understanding of cultural sensitivities across multiple geographies. This should include demonstrable experience with offshore models.
  • Deep technical judgment with technical experience in the past - comfortable getting into the details when vital.
  • Experience of working in a highly diverse/multifaceted environment and strong persuasion towards transformation.
  • Well known, SAP specialist in the French market who can act as a “lighthouse” to further Atos’ position and standing in this area as well as create significant thought leadership through participation in events and conferences etc.

 

Key Competencies

 

  • Business Management: Understands Financial Forecasting and Resource Requirements Planning.
  • Results: Creates and Executes on Strategy.
  • Program Management: Delivers Major Transformation.
  • Energy: Committed with Outstanding Work-Ethic.
  • Customer Relationship Management: Maintains Customer Satisfaction.
  • Leadership: Motivates, Executes, and Achieves Results.
  • People Management: Defines and Communicate Responsibilities.
  • Talent Development: Continuously Improves Quality of People.
  • Commercially Minded: Financially Sound and Influences Key Stakeholders.
  • International Outlook: Critical to Different Cultures and Modes of Operation.
  • Keeping overall objectives and strategies in mind and not being deflected by matters of detail.
  • Willingness to travel.
  • Eloquent and able to present at board level.
  • Leadership and advising others to undertake tasks.
  • Influencing and persuading others to take a specific course of action when is not direct line of command or control.
  • Keeping commercial aspects continually in mind when taking actions or making decisions
  • Passion for customers.
  • Local Language is an advantage and English is a must

 

 

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: Manhattan
Nearest Secondary Market: New York City