Presales Solution Manager/Director

Atos Group is a global leader in digital transformation with c. 56,000 employees and annual revenue of c. €7.2 billion (at the go-forward perimeter), operating in 54 countries under two brands - Atos for services and Eviden for products and systems. European number one in cybersecurity and a leader in cloud, Atos Group is committed to a secure and decarbonized future and provides tailored AI-powered, end-to-end solutions for all industries. Atos Group is the brand under which Atos SE (Societas Europaea) operates. Atos SE listed on Euronext Paris.

The purpose of Atos Group 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.

Job Description

The Solution Manager/Director is an influential and customer-facing role, whose primary focus is to build credibility with the customer, both for the proposed solution and Atos.

They will be engaged in high value, complex solutions providing vision, direction and management usually to one or more bid solution teams resulting in solutions that are compelling, profitable and deliverable.

This involves building up an understanding of the customer stakeholders' requirements, defining and improving the pre-sales processes and evaluating business value; whilst ensuring compliance with the company and, for existing customers, the account technical standards.

KPI’s

Customer Satisfaction (Internal & External)

Competitiveness of Solutions

Win Rate

Quality, Cost and Timely deliverable of Solution

Key Responsibilities

Customer focus

Works closely with customers to ensure a clear understanding of their business priorities and needs

Analyses and interpret customer business needs and frame their requirements in terms of Atos portfolio solutions

Presents Information in a compelling (value-add) and concise manner at senior levels

Solution focus

Defines and leads the solution team to deliver an integrated end-to-end solution which fits with the customer needs and requirements

Specifies all assumptions & ensures appropriate clarification with the customer

Leads the collection of customer specific data (e.g. due diligence) to validate solution accuracy

Creates solution cost model to commercial management standards

Explains and presents the "big picture", including aspects of workforce re-utilization after people take over

Leads the T&T solution and supports Global Program Management in achieving success in customer implementations of solutions

Bid operations

Understands and applies Atos bidding and all relevant approval processes, and controls involvement of delivery units during bid phase

Sells the solution internally and challenges delivery cost & innovation

Devises suitable strategies for risk mitigation and documents in risk register

Qualifications & Experiences

Experience in Solution Management or Solution Architect roles in presales, solution design and/or equivalent roles

Proven management skills and experience in similar organizations, understanding of Atos ecosystem and experience preferred

Strong presentation skills and customer interaction and negotiation experience (from operational to CxO level)

Experience in complex solution sales and architectural environments in the area of ITSM, Infrastructure, Data, NW, Cloud and Digital solutions

Experience in managing and leading customer opportunities as the end-to-end Solution Manager

Behavior / Capabilities

Commercial Skills

Managing Internal Stakeholders

Change Management/Leadership

Sales Mindset

PD: Core Infra

PD: DWP

PD: Hybrid Cloud & Platform

PD: Hybrid ITSM & Integration

Deal Shaping

Contract Negotiation

Understanding Legal Priorities

Multi Tower Experience

Presentation & Communication Skills

Project Management Skills

Proposal Management

Internal Processes & Tools

Managing Client Stakeholders

Story Boarding