Deal Marker

Publication Date:
May 25, 2023

Ref. No:
478162

Location:
Remote, US, 99999

The future is our choice

At Atos, as the global leader in secure and decarbonized digital, 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.

Deal Maker

Remote, full-time role. Traveling required.

Requirements:
Experience on making, shaping large complex deals (30M+).

Mainframe and/or Digital Workplace experience.

The purpose of the Deal Maker is to lead outstanding sales, from qualification to contract signature, usually 30 million Typically, you will lead one active deal at a time, with advisory input into 2–3 deals earlier in their sales cycle, that are yet to be qualified.

Being truly client-centric and developing a relationship with the client, relevant to a specific 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 lead the right pursuit team, determine a clear, differentiated strategy to win the client’s selection process, negotiate an acceptable contract and sign the deal.

This is a fantastic opportunity to join a vibrant, diverse sales team that has client obsession and people excellence at its heart. Being part of a €5bn start-up is a ‘once-in-a-career’ opportunity.

Roles and Responsibilities:
Client Centricity

Understand and be able to articulate the client’s key business objectives and challenges, across all areas of their business operations, relevant to each deal you identify. 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 the company. Ghost competitor approaches to the deal and use this to improve our win strategy.

Clearly understand the alliance, partner, analyst and advisor landscape with the client and the opportunities that creates, relevant to your deal.

Develop a broad set of strong relationships across the whole of the client’s business, which reaches from c-level down into the client organization, to include client people who are actively coaching. Engage a full range of people to support and grow this relationship, working closely with our account teams.

Clearly articulate ‘why’ our company is relevant to the client.

Ensure the clients will become an outstandingly positive reference for the company

Sales Leadership and Execution

Create, lead, and inspire bid teams to close deals 30 million

Lead your teams and stakeholders to be obsessive about the client, the competition and how we win.

Deploy techniques such as Miller Heiman, win strategy workshops, price to win exercises, deal health reviews, and competitive ghosting, to maximize win rate.

Close your deals and maximize your win rate beyond 60%.

Constantly re-qualify your deals, throughout the sales cycle.

Ensure 100% compliance with company governance processes.

Ensure accurate monthly sales forecasting and update CRM tools appropriately and in a timely manner.

Required Skills and Experience:
A proven salesperson, with a track record of closing deals 30 million

Trustworthy, transparent, ethical and operate with high integrity.

A pro-active advocate of diversity and inclusion.

Strong understanding of how digital impacts clients, highly client centric.

Outstanding communication skills.

Relationship building skills, within the client and within the company.

Entrepreneurial, innovative, and commercially astute.

A commitment to environmentally sustainable business practices and decarbonization.

#LI-US #LI-REMOTE

Here at Atos, diversity and inclusion are embedded in our DNA. Read more about our commitment to a fair work environment for all.

Atos is a recognized leader in its industry across Environment, Social and Governance (ESG) criteria. Find out more on our CSR commitment.

Choose your future. Choose Atos.