CGO - Dealmaker - Strategic Sales

Role Overview

As a Deal Maker at Atos, the mission is to lead large, complex deals valued at $25 million and above, from initial qualification through contract signing. Working within the Priority Deals Team (PDT), you’ll engage closely with clients, leveraging Atos’ full range of capabilities. Your focus is on building deep client relationships, understanding their business needs, and assembling the right pursuit team. Your goal is to craft a winning strategy for the client’s selection process (RFP, ITT, etc.), negotiate favourable terms, and successfully close the deal. Collaborating with various Atos partners, you’ll take ownership of the deal throughout Atos’ governance process.

Responsibilities

• Meet annual services revenue targets by mining existing customers and finding new customers within assigned accounts, focusing on services, implementation, and solutions development.
• Use consultative selling skills to understand customer/prospect business requirements and recommend solutions to meet their objectives.
• Lead deals from qualification through to contract signature, pursuing opportunities of $25 million and above in total contract value.
• Develop a detailed understanding of the client’s business and functional requirements.
• Build and lead the right pursuit team, resolve a clear, differentiated strategy to win the client’s selection process, negotiate an acceptable contract, and sign the deal.
• Collaborate with multiple Atos partners and maintain accountability for the deal through Atos’ governance process.
• Lead pursuit teams to close large deals with clients.
• Execute sales with a high win rate to deliver order entry for Atos.
• Understand and articulate key business objectives and challenges relevant to each deal.
• Understand the market in which the client operates, including applicable regulations.
• Clearly understand the competitive landscape and use this insight to improve win strategy.
• Develop strong relationships across the client’s organization, from C-level to operational teams.
• Be clear on the client’s investment priorities, financial process, decision‑making process, governance, and budget.
• Clearly articulate why Atos is relevant to the client.
• Create, lead, and inspire bid teams to win large deals.
• Manage teams and partners dedicated to the client, competition, and deal structure.
• Deploy techniques such as win strategy workshops and deal health reviews to maximize win rate.
• Execute on a defined relationship strategy for your deal, including executive and operational teams.
• Constantly re‑qualify your deal throughout the sales cycle.
• Negotiate contracts to achieve optimal profitability and minimize commercial risks to Atos.
• Ensure the client becomes a positive reference for Atos.
• Ensure 100% compliance with Atos governance (Rainbow) processes.
• Ensure accurate monthly sales forecasting and timely CRM updates.

Competencies and Behaviors

• Conscientious, open, ethical, and operate with high integrity.
• Advocate for diversity and inclusion.
• Client‑centric with outstanding interpersonal and relationship‑building skills.
• Strong business planning and account planning skills.
• Able to articulate why a client buys from Atos.
• Ability to execute plans and close sales opportunities on a timely basis.
• Entrepreneurial, innovative, and commercially astute.
• Dedication to learning and development for self and team.
• Commitment to environmentally responsible business practices and decarbonization.
• Serve as an ambassador for Atos.

Qualifications & Experience

• Experience in building and developing relationships with C‑level stakeholders.
• Proven track record of closing large, complex deals (typically €10M–€25M+).
• Strong experience in public sales and digital transformation.
• Demonstrated success leading deals end‑to‑end.
• Experience working with multinational clients and global delivery teams.
• Strategic selling & deal shaping.
• Competitive positioning & win strategy development.