Country Sales

Permanent ATOS posted 3 weeks ago

Job Description


Sell all or part of the portfolio from the Division to a defined list of Clients. Leverage client relationship to cross sell with other Divisions.
Responsibilities Overall:

The Country Sales is dedicated to develop new business on the scope of the country


He is given a territory among the clients, by the Div. Sales Head, based on the GBU Sales Plan.

Go to market

► Produce Accou nt Business Plan for each customer of his territory and across all Divisions.
► Ensure solution is deemed a value proposition by the customer
► Ensure consistent pipeline is created for the account
► Ensure win plans are cr eated
in responsibilities

Customer management

► Drive demand creation initiatives
► Understand market differences to tailor offering
► Provide inputs on sales strategies and win plans
► Ensure competitive intelligence is relevant and specific
► Manage the led clients jointly with the Client Manager
Sales operations
► Ensure CRM data quality (closing date, TCVOE, Item Offering …)
► Drive and monitor OE forecast and coverage for current semester and next semester

Required capabilities and certification
o Strong knowledge on one or several offerings of Atos portfolio
o Ability to pitch offerings from other Divisions
o Ability to articulate our solutions into a value propos ition and answer customer needs.
o First hand experience of selling distributed delivery solutions involving low cost locations
like India and Poland
o Ability to close Deals
o Creating options & building desire
o Collaborative approach
o Good presentation skills

Key tools, processes, and meetings
o Account planning definition & execution
Rainbow bidding contribution & execution
Win workshops contribution & execution
BTIC session  and client Hackathons
11–22–1 meetings with Sales Head Client & Client Manager
Quota monitoring & Pipeline updates through CRM and management reporting
o Minutes of the Client Meetings
o Offerings trainingsOfferings trainings & certifications& certifications
o Leads the Innovation workshop processain responsibilities

What Succes looks like:
o OE New business > minimum quota
o ER Growth
o Cross selling other divisions
o Project Margin in line or higher than PM guidelines
o High value creation for the customer
o Sustainable pipeline of deal

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