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Presales Solution Manager/Director

Atos -
Mumbai, Maharashtra

Apply Now

Job details

4 days ago

Qualifications

Research
Project management
Presentation skills
Solution architecture
Communication skills
Negotiation

Full job description

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

Apply Now

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