Presales Solution Manager/Director

Atos Group is a global leader in digital transformation with c. 56,000 employees and annual revenue of c. €7.2 billion (at the go-forward perimeter), operating in 54 countries under two brands - Atos for services and Eviden for products and systems. European number one in cybersecurity and a leader in cloud, Atos Group is committed to a secure and decarbonized future and provides tailored AI-powered, end-to-end solutions for all industries. Atos Group is the brand under which Atos SE (Societas Europaea) operates. Atos SE listed on Euronext Paris. 

The purpose of Atos Group 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. 

Job Description

The Solution Manager/Director is an influential and customer-facing role, whose primary focus is to build credibility with the customer, both for the proposed solution and Atos.

They will be engaged in high value, complex solutions providing vision, direction and management usually to one or more bid solution teams resulting in solutions that are compelling, profitable and deliverable.

This involves building up an understanding of the customer stakeholders' requirements, defining and improving the pre-sales processes and evaluating business value; whilst ensuring compliance with the company and, for existing customers, the account technical standards.

KPI’s

• Customer Satisfaction (Internal & External)
• Competitiveness of Solutions
• Win Rate
• Quality, Cost and Timely deliverable of Solution

Key Responsibilities

Customer focus

• Works closely with customers to ensure a clear understanding of their business priorities and needs
• Analyses and interpret customer business needs and frame their requirements in terms of Atos portfolio solutions
• Presents Information in a compelling (value-add) and concise manner at senior levels

Solution focus

• Defines and leads the solution team to deliver an integrated end-to-end solution which fits with the customer needs and requirements
• Specifies all assumptions & ensures appropriate clarification with the customer
• Leads the collection of customer specific data (e.g. due diligence) to validate solution accuracy
• Creates solution cost model to commercial management standards
• Explains and presents the "big picture", including aspects of workforce re-utilization after people take over
• Leads the T&T solution and supports Global Program Management in achieving success in customer implementations of solutions

Bid operations

• Understands and applies Atos bidding and all relevant approval processes, and controls involvement of delivery units during bid phase
• Sells the solution internally and challenges delivery cost & innovation
• Devises suitable strategies for risk mitigation and documents in risk register

Qualifications & Experiences

• Experience in Solution Management or Solution Architect roles in presales, solution design and/or equivalent roles
• Proven management skills and experience in similar organizations, understanding of Atos ecosystem and experience preferred
• Strong presentation skills and customer interaction and negotiation experience (from operational to CxO level)
• Experience in complex solution sales and architectural environments in the area of ITSM, Infrastructure, Data, NW, Cloud and Digital solutions
• Experience in managing and leading customer opportunities as the end-to-end Solution Manager

Behavior / Capabilities

• Commercial Skills
• Managing Internal Stakeholders
• Change Management/Leadership
• Sales Mindset
• PD: Core Infra
• PD: DWP
• PD: Hybrid Cloud & Platform
• PD: Hybrid ITSM & Integration
• Deal Shaping
• Contract Negotiation
• Understanding Legal Priorities
• Multi Tower Experience
• Presentation & Communication Skills
• Project Management Skills
• Proposal Management
• Internal Processes & Tools
• Managing Client Stakeholders
• Story Boarding