CGO - Account Executive

About Atos Group

Atos Group is a global leader in digital transformation with c. 70,000 employees and annual revenue of c. € 10 billion, operating in 67 countries under two brands — Atos for services and Eviden for products. European number one in cybersecurity, cloud and high-performance computing, Atos Group is committed to a secure and decarbonized future and provides tailored AI-powered, end-to-end solutions for all industries. Atos is a SE (Societas Europaea) and listed on Euronext Paris.

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.

Number of years experience

Candidate should have a minimum of 15 yrs of experience in IT with a minimum of 8 yrs in the account management.

Leadership

• Acts as a role model for Atos values.
• Incorporating sales management, key account management control skills to build consistently improved business performance
• Handled Revenue and Profit budgets, development forecasts, and business scheduling activities
• Responsible for new business strategies to drive sales success and profitability
• Handled P&L for the account of minimum 5-10 M €/ year
• Experience of Manufaturing / Retail / MedTech industry in the Nordics will be added advantage

Commercial Drive

• Interaction with CXO level and drive account delivery with the delivery manager
• Identify new upsells and proactive solutions for customer business.
• Ensures sales activity meets client objectives/needs alongside those of Atos.
• Manage Account P&L.
• Manage CSAT and improvement plan
• Acts with urgency to resolve customer problems and roadblocks in Delivery
• Through extensive knowledge of key client stakeholders, relevant markets and Atos capability steers future activity towards high-value customer satisfaction.

Relationship Management

• Takes responsibility for enhancing relationships at a personal level.
• Operates with presence, conviction, and authority.
• Attains a position of trusted advisor with the client to achieve an effective sales pipeline of work.
• Owns, manages and directly influences account ABP and scusses plan.
• Remain in regular contact with your clients to understand and meet their needs
• Provide professional after-sales support to maximize customer loyalty
  
   

Planning & Strategy

• Leads large-scale opportunities, linking multiple Atos service lines to create and shape large-scale value propositions.
• Creates appropriate partnerships from a network of external suppliers to meet client (tender) requirements.
• Owns all planning activities within a defined account, sale (deal) or market.
• Ensures deal qualification activity coordinates with the client buying processes to enable the valuable, efficient sale.
• Owns the deal qualification process for all activity at a local level, driving through compliance and quality contributions from all internal contacts.
• Coordinates sales planning for tier 1 bids.

Sales Behaviors

• Demonstrates commitment and urgency in driving through actions.
• Prepares own area of responsibility for the future.
• Creates a forward-thinking culture.
• Leads and encourages knowledge sharing
• Design and implement strategic plans to reach sales targets
• Assess costs, competition, and supply and demand to identify selling prices.

Education

• Business Economics & Management
• Having a defense background will be added advantage

Responsibility   

• Create and maintain excellent relations with customer/s stakeholders on multiple levels.
• Support in developing and implementing the strategy for customers in Sweden/Norway. Can operate at the top management level in the client organization.
• Manages client/sales projects and opportunities with full P&L
• Determine annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results
• Grow Atos share of wallet at the designated customer/s
  
  - Share of wallet analysis
  
  - Competitor analysis
  
  - Find, shape and close opportunities to increase the share-of-wallet proportion
• Create, maintain and execute sales pipeline for the assigned customer with the size of 50 M€
• Coordinate the global team to close the deal
• Accountable and responsible for initiating and executing required tasks within this area of responsibility
• Analyze pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights: typical reporting relates to Demand Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss, Age
• Participate in the development and implementation of the strategy for either a solution or a specific account. Responsible for steering and executing sales activities and realizes sales targets.
  
   

Sales targets

• Overall responsibility for achieving financial targets (OE, ER, OM, Cash, WIP & Billing) measured monthly/quarterly/half year and full year
• Able to deliver 20 M€ per year
• Responsible for managing backlog
• Upsell/fertilization
• Scope expansion

Leads and opportunities

• By contact with prospective customers at multiple levels, prospects for new sales leads and develops existing sales leads by creating recognition of customers' business needs and exploring how these can be met by own organization's products and/or services.
• Leverages sales by creating leads for the complete Atos service portfolio.

Relationship building

• Identifies key staff at all management levels in the client organization and build long-term relationships with them.

Business Development & Bid Participation

• On request, participate in strategic business development, including potentially creating, developing and maintaining customer relationships for new prospects
• On request, participate in creating strategic plans for clients in business development phase
• On request, participate in bids for existing or new clients

Negotiation

• Negotiates with customer representatives, on both technical and commercial issues, to reach mutually acceptable terms for appropriate forms of sales agreements.
• Led high level negotiations to secure various new clients and contracts
  
   

Advise customer on usage

• Encourages changes in the customer orga­nization's use of the products and services supplied, to increase the benefits it obtains from them, and to ensure customer reten­tion.

Planning & budgeting by the customer for Atos services

• Ensures that the management of the custo­mer organization plans and budgets for new and enhanced products and services.
  
   

Build client & Solution knowledge

• In case of a specific account focus, builds client knowledge focused on client issues and align Atos solutions/services in a client proposition.
• In case of a specific solution focus, builds solution knowledge in relation to specific markets.
  
   

Market development

• Develops new ideas for markets and translates them into implications for the organization
  
   

Improve internal efficiency

• Ensures that the organization continually improves its effectiveness in dealing with customers. Establishes the means of impro­ving service to, and relationships with customers. Monitors the effectiveness of such measures.