The Presales 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, complex solutions providing vision, direction and management usually to one or more 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 customer's business needs. The Solution Director is responsible for the holistic customer solution proposal and its deliverability in the dimensions of business, technology, services, resources, timeline and costs.
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 customer (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
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
Profile 10-15 years experience in Solution Management roles in presales, solution design and/or equivalent roles esp on DIGIAL Applications and Platforms / Cloud Transformation (Multi / Hybrid cloud)
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 CxOlevel)
Experience in complex solution sales and architectural environments in the area of Digital Applications, Smart Platforms (SAP / Service Now) Cloud and Digital solutions.
Experience in Managing and leading Customer opportunities larger than 30 mio Euros as the end to end Solution Manager
Experienced in working with international teams and willing to travel; We have office in Amstelveen / Eindhoven and Zaventem. Depending on which locations is nearest to candidate - he can be mapped to that. The presales team meetings are organized at these locations mostly and he should be mobile to travel.
Communication in Dutch Language skills preferred (C1)
What we offer Performance-based bonus (role & level dependent)
Pension scheme with employer contribution
Option to buy or sell vacation days
Mobility budget
Travel allowance (public transport or kilometer reimbursement)
Laptop and mobile phone
Training and certification budget
Access to Atos learning platforms
Internal career and mobility opportunities
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