CGO - Dealmaker - Strategic Sales

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, 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 and prospect business requirements and recommend solutions to meet their objectives.
• Lead deals from qualification through 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, develop a 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 client’s market, applicable regulations, competitive landscape, investment priorities, financial process, decision-making process, governance, and budget.
• Develop strong relationships across the client’s organization, from C-level to operational teams.
• Create, lead, and inspire bid teams to win large deals.
• Manage teams and partners dedicated to the client, competition, and deal structure.
• Deploy win strategy workshops and deal health reviews to maximize win rate.
• Execute relationship strategies involving executive and operational teams.
• Constantly re-qualify deals 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 compliance with Atos governance processes.
• Ensure accurate monthly sales forecasting and timely CRM updates.

Competencies and Behaviours

• Conscientious, open, ethical, and operating with high integrity.
• Advocacy for diversity and inclusion.
• Client-centric with outstanding interpersonal and relationship-building skills.
• Strong business planning and account planning skills.
• Ability 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.
• Ability to serve as an ambassador for Atos.

Qualifications & Experience

• Experience 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 and deal shaping.
• Consultative sales approach.
• Competitive positioning and win strategy development.

Atos is committed to diversity, inclusion, fair working practices, and environmentally responsible business practices.