• Meet annual services revenue targets by mining existing customers and finding new customers within assigned accounts, focusing on services, implementation, and solutions development.
  • Use consultative selling skills to understand customer/prospect business requirements and recommend solutions to meet their objectives.
  • Lead deals from qualification through to contract signature, pursuing opportunities of $25 million and above in total contract value.
  • Develop a detailed understanding of the client’s business and functional requirements.
  • Build and lead the right pursuit team, resolve a clear, differentiated strategy to win the client’s selection process, negotiate an acceptable contract, and sign the deal.
  • Collaborate with multiple Atos partners and maintain accountability for the deal through Atos’ governance process.

Additional Responsibilities

• Lead pursuit teams to close large deals with clients.
  • Execute sales with a high win rate to deliver order entry for Atos.
  • Understand and articulate key business objectives and challenges relevant to each deal.
  • Understand the market in which the client operates, including applicable regulations.
  • Clearly understand the competitive landscape and use this insight to improve win strategy.
  • Develop strong relationships across the client’s organization, from C-level to operational teams.
  • 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.
  • Create, lead, and inspire bid teams to win large deals.
  • Manage teams and partners dedicated to the client, competition, and deal structure.
  • Deploy techniques such as win strategy workshops and deal health reviews to maximize win rate.
  • Execute on a defined relationship strategy for your deal, including executive and operational teams.
  • Constantly re-qualify your deal throughout the sales cycle.
  • Negotiate contracts to achieve optimal profitability and minimize commercial risks to Atos.
  • Ensure the client becomes a positive reference for Atos.
  • Ensure 100% compliance with Atos governance (Rainbow) processes.
  • Ensure accurate monthly sales forecasting and timely CRM updates. Competencies and Behaviours
  • Conscientious, open, ethical, and operate with high integrity.
  • Advocate for diversity and inclusion.
  • Client-centric with outstanding interpersonal and relationship-building skills. •Strong business planning and account planning skills.
  • Able to articulate why a client buys from Atos.
  • Ability to execute plans and close sales opportunities on a timely basis.
  • Entrepreneurial, innovative, and commercially astute.

• Strong negotiation skills.

• Dedication to learning and development for self and team.
  • Commitment to environmentally responsible business practices and decarbonization.

• Serve as an ambassador for Atos.

Qualifications & Experience

Experience in building and developing relationships with C level stakeholders
Proven track record of closing large, complex deals (typically €10M–€25M+)

Strong experience in enterprise sales and digital transformation
Demonstrated success leading deals end-to-end
Experience working with multinational clients and global delivery teams

Strategic selling & deal shaping

Consultative sales approach

Competitive positioning & win strategy development

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.

Originally posted on Himalayas