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Account Manager MRT in London at Atos

Date Posted: 1/9/2019

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    London
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    1/9/2019

Job Description

Atos SE (Societas Europaea) is a leader in digital services with pro forma annual revenue of circa € 12 billion and circa 100,000 employees in 72 countries. Serving a global client base, the Group provides Consulting & Systems Integration services, Managed Services & BPO, Cloud operations, Big Data & Cyber-security solutions, as well as transactional services through Worldline, the European leader in the payments and transactional services industry. With its deep technology expertise and industry knowledge, the Group works with clients across different business sectors: Defense, Financial Services, Health, Manufacturing, Media, Utilities, Public sector, Retail, Telecommunications, and Transportation.

Atos is focused on business technology that powers progress and helps organizations to create their firm of the future. The Group is the Worldwide Information Technology Partner for the Olympic & Paralympic Games and is listed on the Euronext Paris market. Atos operates under the brands Atos, Atos Consulting, Atos Worldgrid, Bull, Canopy, Unify and Worldline.

The main focus of this role is to take ownership of building relationships that have strategic significance to Atos and ensure that through all organisational levels in the customer there is a high degree of customer satisfaction with their relationship with Atos so that they invest further in Atos services. 

Responsibilities

Leadership

  • To understand and be able to articulate customer’s key business objectives and challenges and be able to differentiate Atos solutions required to support objectives and solve challenges at C level
  • To create, lead and inspire Atos Service lines and division teams to success

    Commercial acumen

  • To sell on value and not on price and be commercially astute
  • To manage Atos available resource responsibly by prioritizing where the investment should go and at what time to achieve the best return for the customer and Atos
  • To understand client investment priorities and financial process, decision making process and budget
  • Balance the Atos needs of OE, Revenue and margin in securing good sustainable business.
  • Negotiating Contracts to achieve optimal profitability, and to minimise commercial risks, within the bounds of the current commercial contract.

    Relationship management

  • Create a defined relationship map including executive and operational team and develop a contact strategy including executive engagement to progress the relationship to deliver value
  • Build evolving relationship agreements that go beyond the contract with suitable metrics in place as a differentiator
  • Focal relationship point for additional business

    Winning mentality

  • Ensure adoption of sales community standards and tools
  • To act with sense of urgency for achievement
  • To help instil a sense of urgency in others
  • To limit opportunity for competitive threat

    Strategic planning

  • Owner of the future strategy and business growth plan
  • To build an integrated sales and marketing plan for the account(s)
  • To ensure that a living account plan is in place with appropriate measures of success to build a long term collaborative relationship
  • Build a core team to support customer and increase investment in Atos
  • Ensure accurate monthly sales forecasting and update Rainbow and CRM tools appropriately
  • To understand the market and customer challenges

    Opportunity creation

  • To create and qualify sales opportunity effectively and work well with service lines closely
  • To proactively seek out client problems to solve
  • To build alliances strategy that delivers results with key relevant partners
  • To promote off shore capability and solutions at every opportunity
  • To create relevant solutions and close opportunity promptly
  • Encourage other Atos resources and partners to recognise opportunity

    Navigation ability

  • To be able to conduct Atos resources, either internal or external in support of customer’s key projects therefore increasing the productivity of collaboration and progress through Rainbow and manage effectively internal sign off process
  • To be able to navigate and co-ordinate those resources to reduce complexity and cycle time
  • Understand and manage customer decision and approval processes

    Enhance brand

  • To supply ‘thought leadership’ to the customer

To gain referencability and build case studies based on business value delivered to the customer

Core competence and behaviour required

  • Demonstrable experience of Account Management
  • To be able to communicate Atos’ value effectively at all levels especially C level
  • Understanding of customer’s core values and application of Atos core values
  • Leadership skills that result in customer satisfaction and increased investment in Atos
  • Ability to continually build trust, sustain it and motivate people internally and externally
  • Ability to communicate Atos good and bad news effectively
  • Broad view of industry, competitors and other relevant industries
  • Ability to innovate with people, solutions and process in a pragmatic way
  • To be able to build rapport and win hearts and minds quickly
  • Ability to negotiate’ win win’ agreements
  • To have the ability to enhance Atos reputation with the customer and increase brand awareness and value
  • To have frequent ongoing contact with key people who impact decisions on projects, business and IT strategy
  • Ability to manage complexity
  • AD to understand diversity and cultural impact

Required outcome in relationship terms

  • Grow the business, increasing Atos market share winning additional business from partners and customers
  • New money from partners and customers
  • Collaborative long-term relationship & joint risk taking
  • Business processes are aligned and integrated for business synergy
  • Multiple levels and functions, including senior executives, of each organisation are actively involved in the relationship
  • Atos has achieved ‘part of the family’ status
  • Heavy reliance on AD to help formulate customer plans and strategies
  • Looks to AD and Atos to provide ‘thought leadership’ and ‘best practice’ Atos capability

Compensation and Benefits
A great incentive to join the Atos team is the market competitive range of benefits that the Company provides. These include a competitive salary, as well as a number of core benefits, such as; 25 days annual leave plus bank holidays; private medical insurance, which all new starters will be automatically opted into; an attractive stakeholder pension scheme, with employer contributions of up to 10% basic salary; Life Assurance; Income Protection; Personal Accident Insurance; and Season Ticket Loan. In addition to this Atos operates a flexible benefits scheme that allows you to purchase discounted products and services. Additionally, comprehensive training and development is delivered in a variety of ways, leading to accreditation if required.


Your Application
If you wish to apply for this position, please click below to complete our online application form and attach your CV in either Word, rtf or text format.
Atos does not discriminate on the basis of race, religion, colour, sex, age, disability or sexual orientation. All recruitment decisions are based solely on qualifications, skills, knowledge and experience and relevant business requirements.
We are committed to making reasonable adjustments to the applications process for people with disabilities.