Responsibilities
* Be responsible for the development of DA Opportunities at a number of accounts at any given time and switch to coaching as deals progress through the sales cycle.
* Be able to articulate the Atos value proposition in a compelling way to new and existing clients.
* Be able to present the Atos innovation workshops.
* Take the lead role in articulating and presenting the DA roadmap for clients.
* Define project requirements and scope with stakeholders, suggesting suitable requirements and acceptance measures to remove ambiguity.
* Build, maintain and leverage strong relationships with Business Decision Makers (BDMs) and IT Decision Makers (ITDMs) within each customer to influence adoption.
* Clearly define best fit solution and business outcomes and build a “success plan” inclusive of customer objectives, stakeholders, milestones, risks and metrics needed to achieve them.
* Represent the “Voice of the Customer” within Atos, and document business-value driven customer success stories and best practices.
* Work closely with key strategy and offering stakeholders: CTO, Marketing, Delivery, Engineering and Sales organisations to identify and drive disruptive service innovation, inputting competitive insight and customer priorities into the development cycle.
Scope
* Based in the Digital organization, with a focus on evangelizing the end to end of Applications
* All sectors and markets, RBU’s
Profile
* Bachelor or Master’s degree in relevant areas
* At least five years of experience in pre-sales, solutions or consulting activities for national and international clients in relevant solutions
* Experience of AIDLC
* Detailed knowledge of current market trends and experience with the latest technologies, with an understanding of key technical choices and the ability to guide clients towards the right outcome
* Ability to be internationally mobile
* Fluent in English. Other European languages especially German, Spanish or French are desirable but not mandatory
Comfortable dealing and communicating with clients, both senior managers and engineers
* Ability to take the initiative, make decisions and subsequently drive the execution (A doer!)
* Track record in business plan creation and execution, with sales and presales experience.
* Exceptional written and verbal communication and presentation skills
* Highly organised and client, business outcome focused
KPI
* Support a carefully selected number of key development opportunities at any given time.
* Number of client opportunities developed to the point we are able to bid and/or translate to revenue/Order Entry.
* Order Entry as a result of early presales engagement
* Thought leadership & contribution to portfolio development & improvement.
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