About Atos
Atos is a global leader in digital transformation with c. 78,000 employees and annual revenue of c. 10 billion. European number one in cybersecurity, cloud and high-performance computing, the Group provides tailored end-to-end solutions for all industries in 68 countries. A pioneer in decarbonization services and products, Atos is committed to a secure and decarbonized digital for its clients. Atos is a SE (Societas Europaea) and listed on Euronext Paris.
The purpose of Atos 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.
Solution Manager-Presales
Location: Bangalore (Whitefield) or Chennai (Siruseri) or Pune (Talawade) or Mumbai (Airoli (West).
Type of Hire:
Full-Time Min: 14+ yrs
The Solution Manager
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 solutions providing vision, direction and management to the bid solution teams resulting in solutions that are compelling, profitable and deliverable. This involves building up an understanding of the customer stake-holders 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.
The Solution Manager ensures the end-to-end solution responds to the business requirements of the customers in the most cost-effective and innovative manner. Their goal is to deliver a competitive proposal based on a solution including an architecture and services that supports the most efficient and secure IT environment meeting the customers business needs.
The Solution Manager is responsible for the holistic customer solution proposal and its deliverability in the dimensions of business, technology, services, resources, timeline and costs.
Main responsibilities:
Customer focus
- Works closely with customers to ensure a clear understanding of their business priorities and needs
- Analyzes 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
- Supports contract negotiations and has the ability to challenge the client
- Customer stakeholder mapping and management
- Presents and negotiates the solution with customers (from operational to CxO level)
Solution focus
- defines and manages 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
- Support T&T / Global Program Management in achieving success in customer implementations for 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, documents in risk register
- Successfully executes a controlled bid closure and its handover to the operational authority / sponsor
Minimum relevant experience:
- 10+ years 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/offerings.
- Preferred to have experience in Managing and leading Customer opportunities larger than 20 million Euros as the end to end Solution Manager
Here at Atos, diversity and inclusion are embedded in our DNA. Read more about our commitment to a fair work environment for all.
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.
Learn more about us
At Atos, we embrace diversity as the ultimate engine of ingenuity for our clients, and we constantly strive to create a culture where people feel supported and encouraged. Read more about our commitment here . Whether it is fighting climate change, promoting digital inclusion, or ensuring trust in data management tech for good sits at the core of our identity. With numerous global recognitions for our ESG practices, we are committed to building a better future for all by harnessing the power of technology. Learn more here
