Dealmaker - Large Deals

Job in a nutshell:

As a Deal Maker at Atos, your mission is to lead deals valued at $25 million and above from initial qualification to contract signing. In the Priority Deals Team (PDT), you'll engage closely with FS&I clients, leveraging Atos’ full range of capabilities. Your focus is on building deep client relationships, understanding their business needs thoroughly, and assembling the right pursuit team. Your goal is to craft a winning strategy for the client's selection process (RFP, ITT, etc.), negotiate favorable terms, and successfully close the deal. Collaborating with various Atos partners, you'll take ownership of the deal throughout Atos’ governance process.

What Will You be doing and Requirements :

Meet annual services revenue targets by mining existing customers and finding net new customers within existing accounts, focused on services, implementation, and solutions development. This position requires a successful hunter to prospect, qualify and close business within an enterprise territory of existing accounts. A successful candidate will need to use consultative selling skills to clearly understand customer/prospect business requirements and recommend solutions to meet their business objectives.

Job Description:

The purpose of the Deal Maker in Atos is to lead deals from qualification through to contract signature. In the Priority Deals Team (PDT), will pursue deals of $25m and above Total Contract Value. This role will work with FS&I clients and prospective clients, across Atos’ full portfolio of capability.

Being truly client-centric and developing a relationship with the client, relevant to a qualified deal, which has both breadth and depth, you will develop a detailed understanding of the client’s business and functional requirements. This will enable you to build and own the right pursuit team, resolve a clear, differentiated strategy to win the client’s selection process (RFP, ITT etc), negotiate an acceptable contract and sign the deal.

Working together with multiple Atos partners, you will have accountability for the deal through Atos’ governance process.

Responsibilities:

Direct Accountabilities

• Lead pursuit teams to close deals between $25m and $ 60m TCV with FS&I clients
• Execute sales with a high win rate, to deliver Order Entry for Atos

Client Centricity

• Understand and be able to articulate key business objectives and challenges, across all areas of their business operations, relevant to each deal you lead.
• Understand the market in which the client operates, together with any applicable local or international regulations.
• Clearly understand the competitive landscape with the client and the threats that poses to Atos. Ghost competitor approaches to the deal and use this to improve our win strategy.
• Understand the alliance, partnership, analytics and advisory of the landscape with the client and the opportunities that creates, relevant to your deal.
• Develop a broad set of strong relationships across the whole business, which reaches from c-level down into the client organisation, to include client people who are actively coaching Atos. Engage a full range of Atos people to support and grow this relationship.
• Be clear on the client’s investment priorities, financial process, decision making process, governance, and budget.
• Clearly articulate ‘why’ Atos is relevant to the client.

Deal Leadership

• Create, lead, and inspire bid teams to win deals between $25 and $60m TCV.
• Manage your teams and partners to be dedicated to the client, the competition, and the deal shape.
• Deploy techniques such as Miller Heiman, win strategy workshops, deal health reviews, and driven ghosting, to maximise win rate on PDT deals.
• Execute on a defined relationship strategy for your deal, including executive and operational teams. Specifically guide and lead an Atos executive sponsor for the client.
• Constantly re-qualify your deal, throughout the sales cycle.
• Negotiate contracts to achieve optimal profitability and to minimise commercial risks to Atos.
• Ensure the client will become an outstandingly positive reference for Atos.
• Ensure 100% compliance with Atos governance (Rainbow) processes.
• Ensure accurate monthly sales forecasting and update CRM tools appropriately and in a timely manner.

Competencies and Behaviors

• Conscientious, open, ethical and operate with high integrity.
• A pro-active advocate of diversity and inclusion.
• Client centric.
• Strong understanding of the FS&I market and regulation.
• Aware of the competitor and Partners (e.g., partner, advisor) landscape with the client.
• Outstanding interpersonal skills.
• Relationship building skills, within the client and within Atos.
• Business planning and account planning skills.
• Able to articulate ‘why’ a client buys from Atos (not just what and how).
• An ability to execute plans and close sales opportunities on a timely basis.
• Entrepreneurial, innovative, and commercially astute.
• A strong negotiator.
• A dedication to your own learning and development, as well as that of your team.
• A dedication to environmentally balanced Partners business practices and decarbonization.
• An ambassador for Atos.

#LI-US #LI-REMOTE

 QUALIFICATIONS:

• 4-year degree or equivalent work experience
• 6 to 8 years of IT sales experience
• Last 5 years in the FS&I industry

Rewards and Benefits :

• Wellbeing programs & work-life balance - integration and passion sharing events.
• Opportunities for professional growth and career advancement.
• Remote and hybrid working possibilities.
• Benefits platform –culture, shopping, sport, etc.
• Continuous learning programs and online courses.
• Possibility to participate to charity and eco initiatives.

Career Path

At Atos, as a global leader in secure and decarbonized digital business technology, our purpose is to help design the future of the information space.

Together we bring the diversity of our people’s skills and backgrounds to make the right choices with our clients, for our company and for our own futures.

At Atos, the future is our choice.

Shanna Goodman – shanna.goodman@atos.net

Choose your career - Atos

If you are ready to embark on this exciting adventure with us, sign in on jobs.atos.net.