About the role
About Atos Group
Atos Group is a global leader in digital transformation with c. 56,000 employees and annual revenue of c. €7.2 billion (at the go-forward perimeter), operating in 54 countries under two brands - Atos for services and Eviden for products and systems. European number one in cybersecurity and a leader in cloud, Atos Group is committed to a secure and decarbonized future and provides tailored AI-powered, end-to-end solutions for all industries. Atos Group is the brand under which Atos SE (Societas Europaea) operates. Atos SE listed on Euronext Paris.
The purpose of Atos Group 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.
As a Deal Maker at Atos, your mission is to lead large, complex deals valued at $25 million and above, from initial qualification through contract signing. Working within the Priority Deals Team (PDT), you’ll engage closely with clients, leveraging Atos’ full range of capabilities. Your focus is on building deep client relationships, understanding their business needs, and assembling the right pursuit team. Your goal is to craft a winning strategy for the client’s selection process (RFP, ITT, etc.), negotiate favourable terms, and successfully close the deal. Collaborating with various Atos partners, you’ll take ownership of the deal throughout Atos’ governance process.
Key Responsibilities
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