Senior Client Executive
The Client Executive is the empowered Atos representative in front of the customer and MUST have extensive Transportation, Retail, or Manufacturing vertical experience.
One or several top clients in a given GBU. His territory is allocated by his Global Market Head, based on the growth potential: should CEX have an account which structurally declines, he will take over more than one account or will open a new account in order to have his OE and ER growth target >3% Year on Year achieved
Define the Account Plan growth strategy and ambition for the account; identify required resources to achieve targets, leveraging use of alliances/ partners; ensure validation by all stakeholders.
Drives the execution of the Account Plan in the GBU by the account team: Manage the sales pipeline and marketing budget, monitors the client KPIs, regularly reports on the client performance, directly supports the most strategic deals
Ensure NCRM data quality
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 the partners.
Organize Win / Loss review with the customer
Manage all Market sales, Deal makers, Client Partner/Managers, Expert Sales, bid managers, and all necessary pre-sales resources grow his TOP Client(s)
Set up the account team, from recruitment to operational performance
Leads the account team (Sales, SL sales and presales, offerings people) as one team
Report on direct line to Head of Global Cybersecurity Consulting, BDS
Oversee the activities and manage the personnel of the Security Consulting practices
Senior sales /sales management track record, strong negotiation skills.
Ability to create and manage relationship at CxO level.
Strong Market knowledge, and delivery/technical knowledge.
Entrepreneurial, proactive, leadership, teamwork, team coaching, competitiveness.