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Deal Maker, Dallas, Texas

Created09/15/2021
Reference714211201
CategoryNot set
StateTexas
CityDallas
Zip75201
SalaryCompetitive
Deal Maker

Publish Date: Sep 14, 2021

Location:
Dallas, TX, US-US
#job-location.job-location-inline {display: inline;}

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:

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 TCV. 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, that 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.

Requirements:

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

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.
EmployerAtos