Publication Date:
Jul 17, 2023
Ref. No:
484123
Location:
Irving, TX, US, 75063
About Atos
Atos is a global leader in digital transformation with 107,000 employees and annual revenue of over 11 billion. European number one in cybersecurity, cloud and high performance computing, the Group provides tailored end-to-end solutions for all industries in 71 countries. A pioneer in decarbonization services and products, Atos is committed to a secure and decarbonized digital for its clients. Atos is a SE (Societas Europaea), listed on Euronext Paris and included in the CAC 40 ESG and Next 20 Paris Stock indexes.
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.
Deal Maker
Remote, full-time role. Traveling required.
Requirements
Experience on making, shaping large complex deals (30M+).
Mainframe and/or Digital Workplace experience.
The purpose of the Deal Maker is to lead outstanding sales, from qualification to contract signature, usually 30 million Typically, you will lead one active deal at a time, with advisory input into 23 deals earlier in their sales cycle, that are yet to be qualified.
Being truly client-centric and developing a relationship with the client, relevant to a specific deal, that has both breadth and depth, you will develop a detailed understanding of the clients business and functional requirements. This will enable you to build and lead the right pursuit team, determine a clear, differentiated strategy to win the clients selection process, negotiate an acceptable contract and sign the deal.
This is a fantastic opportunity to join a vibrant, diverse sales team that has client obsession and people excellence at its heart. Being part of a 5bn start-up is a once-in-a-career opportunity.
Roles And Responsibilities
Client Centricity
Understand and be able to articulate the clients key business objectives and challenges, across all areas of their business operations, relevant to each deal you identify. 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 the company. Ghost competitor approaches 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 clients business, which reaches from c-level down into the client organization, to include client people who are actively coaching. Engage a full range of people to support and grow this relationship, working closely with our account teams.
Clearly articulate why our company is relevant to the client.
Ensure the clients will become an outstandingly positive reference for the company
Sales Leadership and Execution
Create, lead, and inspire bid teams to close deals 30 million
Lead your teams and stakeholders to be obsessive about the client, the competition and how we win.
Deploy techniques such as Miller Heiman, win strategy workshops, price to win exercises, deal health reviews, and competitive ghosting, to maximize win rate.
Close your deals and maximize your win rate beyond 60%.
Constantly re-qualify your deals, throughout the sales cycle.
Ensure 100% compliance with company governance processes.
Ensure accurate monthly sales forecasting and update CRM tools appropriately and in a timely manner.
Required Skills And Experience
A proven salesperson, with a track record of closing deals 30 million
Trustworthy, transparent, ethical and operate with high integrity.
A pro-active advocate of diversity and inclusion.
Strong understanding of how digital impacts clients, highly client centric.
Outstanding communication skills.
Relationship building skills, within the client and within the company.
Entrepreneurial, innovative, and commercially astute.
A commitment to environmentally sustainable business practices and decarbonization.
Nearest Major Market: Irving
Nearest Secondary Market: Dallas