Sales & Client Manager 1
Zaventem, Vlaams-Brabant, GB
6 dagen geleden

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 Client Executive is the empowered Atos representative in front of the customer.

As Client Executive for the Manufacturing Market you manage and develop the long-term client relationship at CxO-level and are responsible for developing new accounts in your territory.

You will be permanently focused on your accounts, where you create, identify, and address sales opportunities through the relationships you already have, or that you develop.

You are the one who deep-dives into your customers' situation and understand fully their business complexity and the challenges they are facing.

You are also able to close the deal.

Your territory is very broad, with a focus on the Discrete and Process Industries in Belgium.

You will bring our broad portfolio of digital solutions related to Infrastructure and Data Management, Unified Communications, Business & Platform Solutions and Big Data and Security in front of our existing or potential new customers.

You will develop opportunities for Atos from your clients' digital transformation, while addressing enablers and challenges across the wider Atos organisation

Building and maintaining relationship at all levels, good listening skills, entrepreneurship and discovering new opportunities are key in this role.

Your success will be measured by the development of External Revenue, Order Entry, Margin and Cash in the accounts you are responsible for.

As Client Executive, your responsibilities will include :

Account planning

  • Define the Account Plan growth strategy and ambition for your accounts; identify required resources to achieve targets, leveraging use of alliances / partners;
  • ensure validation by all stakeholders

    Sales management

  • Drive the execution of the Account Plan : Manage the sales pipeline, monitor the client KPIs, regularly reports on the client performance, directly supports the most strategic deals
  • Ensure CRM data quality
  • Customer management

  • Be positioned as a business partner at all levels of the client organization, with a first focus on executive management, with a view to influence the client 's decisions
  • Anticipate business needs and manage definition of Atos' value proposition roadmap and overall selling activities. Adapts and sells Atos' value proposition over time
  • Manage complex customer situations and overall customer satisfaction
  • Promote Atos capabilities and innovative solutions to the customer with strategic partners
  • Organize Win / Loss review with the customer
  • People management

  • Manage all internal stakeholders, e.g. Deal makers, Client Partner / Managers, Expert Sales, Bid Managers, and all necessary pre-
  • sales resources to grow your accounts and to win your deals

  • Set up the account team, from recruitment to operational performance
  • Lead the account team (Sales, SL sales and presales, offerings people) as one team
  • The team

    You will be a member of the Belgium Market Sales team.

    The Market Sales Team includes 23 account executives and business developers, covering the whole Belgian and Luxembourgish territory.

    In selling our digital solutions you will work closely with a team of solutions experts and delivery executives.

    You will report to the Chief Commercial Officer of Atos Belgium and Luxembourg and have a dotted line to the MRT Market Leader of the GBU BTN.

    Regular business update meetings with the CCO and a monthly sales meeting are part of the governance structure.

    Who are you

  • You hold a master's Degree in Economics, Applied Economics, Business Administration or Technical Business Administration, or have equivalent experience
  • Your knowledge of the Manufacturing market is solid, with at least 5 years of Client Management and 5 years of industry experience
  • You have a broad view of competitors and other relevant industries
  • You have a strong sales experience and can demonstrate a track record in selling complex IT solutions
  • As a self-starter you demonstrate your capability to work with a high degree of autonomy
  • You are comfortable with and well-organised for taking complex, unstructured situations and for leading the room (both customer and internal) in getting clarity, understanding and agreement
  • Strong business case modelling, and creative approach to 'what-if' analysis
  • Fluid, creative, knowledgeable & at-ease across all potential IT topics across all seniority levels
  • Demonstrable skills and track record of successfully challenging, and changing the norm, to win business
  • To be able to communicate Atos value effectively at all levels including C level
  • Personal leadership to functionally lead your account team(s)
  • Ability to continually build trust, sustain it and motivate people internally and externally to support you
  • Deep technical / architect skills are not required, but a broad and inquisitive experience of multiple IT service types, technologies and consulting is
  • Your negotiation, presentation and communication skills are impeccable.
  • You are fluent in Dutch, French and English
  • You are familiar with sales business administration and contracting principles

    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.

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