CGO - Account Sales Executive

CGO - Account Sales Executive (537555)

Within Atos, client opportunities with $5 mil-$30 Mil are managed by the NA sales team and Key deals are managed by the assigned Geo Deal POD. Working globally and across all industries, the team comprises over 100 expert sales professionals across three core disciplines (Deal Maker, Bid Director, Engagement Director) tasked with shaping, proposing, negotiating and closing the large and key strategic client engagements within Atos. These core teams draw upon SME across the business to develop propositions that deliver value for our clients.

This is a critical client-facing role and offers the opportunity to work in a dynamic, rewarding and challenging environment.

Geo Pod team is the center of excellence for sales execution within Atos, and its team members must either already possess a strong track record in multi-tower deals or demonstrate outstanding talent in this area.

Deal Makers are responsible for the execution of the sales opportunity, the management of internal stakeholders and the leadership of the deal team. It is expected that deal makers will lead the utilization of the key methodologies that support sales excellence (Win Strategy, Price2Win, Blue Sheet etc.) and be responsible for managing deal health (via the Deal Health Check Tool) to ensure organizational interlock.

Key responsibilities for the Deal Maker involve:

* GEOGRAPHIC EXPERIENCE/TRACK RECORD - Ownership and responsibility global, multi tower deals

* WIN STRATEGY/QUALIFYING OPPORTUNITIES/DEAL SHAPING - Define the winning sales strategy which fits to client requirements/situation. Gain agreement for deployment of the strategy.

* COMPETIVE AWARENESS\ANAYSIS - Define withing the win strategy the winning competitive strategy

* UNDERSTANDING TECHNICAL SOLUTION - With the ED and Solution lead define the solution strategy to fit win strategy and client requirements

* BLUE SHEET/MANAGING/CLIENT STAKEHOLDERS - Build and manage strategic relationships at client decision bodies (CEO, CFO and Board of Directors level)

* BID TEAM LEADERSHIP - Effectively lead and motivate entire pursuit teams by establishing a 'winning spirit' in the deal team.

* PROFESSIONAL INTOLERANCE - When appropriate challenge the various deal domains (solution, finance, legal, HR...) on the overall approach to encourage creative solutions that can be expanded by the teams.

* MANAGING INTERNAL STAKEHOLDERS - Represents pursuit during internal rainbow/mgmt. sessions

* UNDERSTANDING LEGAL PRIORITIES/COMMERCIAL CREATIVITY/CONTRACT NEGOTIATION - Structures and leads contract negotiations with clients

* MANAGING THE NARRATIVE/PRESENTATION SKILLS - Ability to inform, motivate and inspire others to succeed.

* MANAGING INTERNAL STAKEHOLDERS - Effectively manages internal stakeholders across both Industry/GBU/Group Exec.

* MANAGING INTERNAL STAKEHOLDERS/CLIENT STAKEHOLDERS - Create, develop and nurture enduring relationships at CXO level Successful applicants will: - DEAL SHAPING - Demonstrate an understanding and track record of shaping deals to create competitive advantage - COMPEITIVE AWARENESS - Demonstrate an understanding of key competitors, their strengths and weaknesses and actions to mitigate/exploit.

PROFESSIONAL INTOLERANCE/MANAGING INTERNAL STAKEHOLDERS - Demonstrate Applicants must possess:

- Relevant and up to date knowledge of the market and competition - Experience of working within complex matrix organizations.

- Creative thinking - Focus of deal closure

- Experience of operating within formal and informal procurement processes - Tenacity, persistence and determination

Applicants should:

- Demonstrate very high levels of proactivity, initiative and drive. - Demonstrate high levels of organizational ability and demonstrate an uncompromising attention to detail.

- Demonstrate experience of working with various international teams and cultures. - Demonstrate contributions to developing best practice.

- Demonstrate coaching/mentoring bid team and more junior sales colleagues.