ENGAGEMENT DIRECTOR 1

Publication Date:
May 15, 2023

Ref. No:
477639

Location:
Remote, US, 99999

Irving, Texas, US, 75063-2738

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.

Engagement Director

Role Purpose

The purpose of the Engagement Manager in Atos is to play a pro-active role in supporting the winning and signature of deals from qualification through to contract signature. In the Priority Deals Team (PDT), the deals will be between €5m and €20m TCV. The deals will be 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 lead specific activities that are material to winning and signing a deal, for example competitive ghosting, price-to-win, red-team reviews, win labs, delivering winning client pitches, negotiation strategy. You will qualify the deal on an ongoing basis, as you learn more about it.

Working together with multiple Atos stakeholders, including the local account team, you will have accountability for the named, specific actions in the deal. From time-to-time this may also include leading the deal.

Direct Accountabilities

Lead specific actions to win and/or sign deals between €5m and €20m TCV with FS&I clients
Execute sales to exceed the FS&I PDT win rate targets and deliver Order Entry for Atos.

Key Aspects of the Role

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 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 (for example solution, pricing, executive strategy) 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 organisation. 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

Lead specific actions to win deals between €5m and €20m TCV. There may be flexibility in these boundaries from time to time.
Lead the associated teams and stakeholders to be obsessive about the client, the competition and the deal shape. Be clear on how and why Atos will win, including price-to-win.
Deploy techniques such as Miller Heiman, win strategy workshops, price-to-win, deal health reviews, and competitive ghosting, to maximise win rate on PDT deals.
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.

Competencies and Behaviours

Trustworthy, transparent, 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 stakeholder (e.g. partner, advisor) landscape with the client.
Outstanding communication 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 commitment to your own learning and development.
A commitment to environmentally sustainable business practices and decarbonisation.
An ambassador for Atos.
All of which make you a leader.

#LI-US #LI-REMOTE

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.