Publication Date:
May 11, 2023
Ref. No:
478963
Location:
Timisoara, RO
The future is our choice
At Atos, as the global leader in secure and decarbonized digital, our purpose is to help design the future of the information space. Together we bring the diversity of our people’s skills and backgrounds to make the right choices with our clients, for our company and for our own futures.
Role Definition
The Global Pre-Sales Expert/Principle is responsible for supporting Sales globally in opportunities development and closing in a specific service domain (Digital Workplace, Core Infrastructure, Private Cloud & Platforms or Hybrid ITSM) with consultancy and in-depth domain expertise to shape opportunities with our customers and build winning, reliable solutions that create the foundation for profit. This is achieved by customer consultancy up to CxO level and coaching of deal teams for large opportunities for creating relevant, convincing, cost effective, innovative and value add solutions that meet the business, technical and cost requirements of our customers. The Global Pre-sales Expert/Principal is instrumental in setting the winning solution strategy, applying industries best practices, deal & solution shaping and reviewing the solution and proposal. He/she is highly motivated to lead by example and creating winning solutions. Furthermore the Pre-sales Expert/Principle is responsible to lead the solution community in the respective domain to share best practice & knowledge, support & consult portfolio in creating innovative, competitive offerings and collaborate with the relevant delivery practices to define solution design principles and KPIs. The Global Pre-Sales Expert/Principal has approval authority for Global Pricing Analytics (GPA) and solution design in his/her respective domain.
Operational KPIs:
Domain Pipeline
Competitiveness of portfolio & solution
Win Rate on qualified deals
OE for area of responsibility
Main responsibilities:
Lead by example in large opportunities:
Support & coach Business Development, Sales and Solution teams to create relevant, innovative and value-add solutions
Support development of Win Themes, Sales Strategy and client messaging: Support Ideation and Co-Creation workshops with the client and Pursuit teams
Contribute to and review Client Deliverables where applicable. Review key deliverables (solution, proposal, SOWs, cost base etc.). Participate in Client orals; Presentation rehearsals, either as coach (validating client view) or active presenter
Utilize the domain perspective to coach the wider teams on messaging and positioning that supports Atos in differentiating its solutions and services and operate as a “challenger” for all client focused and industry aligned messaging
Work closely with peers in the global Technology Foundations organization and other stakeholders within the company to ensure competitive offerings, solution design principles and best practices for competitive, and profitable solutions.
Client and Service focus:
Increase confidence in Atos credibility through sound expertise and consulting skills in Client visits/meetings, to ensure client confidence and alignment to client need
Be an active and knowledgeable participant in Business Value Strategic client facing discussions, identify specific business challenges and assist with developing innovative solutions that address their needs
Assist in developing competitive offerings, client facing materials, preparation and participation in client visits, meetings and workshops
Knowledge source:
Lead the specific domain Presales community and maintain integrated domain knowledge, current with market trends and experience to carry discussions covering technology, services, references and Atos offerings. Share domain specific innovation and best –practices
Maintain and leverage a network of domain experts within Atos (and external) and work with the Atos wider organization where specific services are being developed
Always have curiosity and interest in the latest developments within the domain
Create a feedback loop for offerings in line with what the clients are asking for and an environment of knowledge share
Minimum relevant experience:
At least 10 to 15 years of experience in similar functions in the IT and/or relevant industry
Broad experience in respective technology domain and services Presales with customer engagements
Proven track record in creating successful solutions for large deals globally
Strong multi-cultural global skills and experience in navigating organizations like Atos and working across client relationships at all levels
Mature set of consultancy skills to demonstrate internal and external effective communication
What we offer :
We are a company that cares about employee satisfaction as well as company growth. Atos offers not only a challenging and exciting workplace, but also a rewarding work experience, with competitive compensation and benefits packages:
- Training and certifications: On-going In-depth training with current and emerging products and technologies;
- Flexible benefits: Medical program, Sports benefits, Lunch vouchers, Mobile phone, Laptop;
- Compensation: Competitive salary package ;
- Extra vacation days
Atos is a recognized leader in its industry across Environment, Social and Governance (ESG) criteria. Find out more on our CSR commitment.
Choose your future. Choose Atos.
