Offre d'emploi n° 2539741

Global Alliance Executive

Type de contrat : CDI
Localisation : Val-d'Oise
Entreprise : ATOS
Fonction : Commercial - Vente

Publiée le 21 / 06 / 2018
Expérience souhaitée : 2 à 5 ans
Niveau d'études souhaité : Aucun diplôme

Description du poste

Mission: Build a strong relationship with partners to ensure pro-active joint Business Development and deliver Alliance-led Order Entry Responsibilities: · Ensure that relationship at Executive level between Atos and partners in scope are continuously developed and focused on joint Business Development · Work with partners in scope, Global Markets and Service Lines to build and deliver a joint Go-To-Market plan (including list of jointly targeted accounts) · Ensure adequate joint customer engagement with partners in scope on jointly targeted accounts to proactively create net new opportunities for Atos · Ensure adequate support from partners in scope on Atos deals related to partners in scope technologies · Be the single point of contact within Atos for all matters related to partners in scope sell-with Atos and partners in scope relationship with Atos, supporting the Client Exec in their engagement with partners in scope · Define and implement a governance between Atos and partners in scope at Global and local level · Work with Service Lines, Markets, Global procurement and partners in scope to agree on a 3 year Business plan and yearly joint Business Development ambition · Leverage the Governance between Atos and partners in scope to ensure that all appropriate actions are taken to deliver the agreed Business Plan and yearly targets · Work with Service Lines, Global Learning & Development and partners in scope to ensure Atos adequate level of expertise and certification on partners in scope technologies with high level of partners in scope support · Work with Service Line portfolio managers to ensure that the joint portfolio with partners in scope is permanently developed in full alignment of partners in scope technology roadmap · Work with Marketing and the GBUs to ensure that Marketing Development Funds (MDF), Business Development Funds (BDF) and referral fees are properly collected from partners in scope in line with yearly target set by TOP program · Work with Marketing to ensure that the joint portfolio is supported by relevant Marketing materials, Sales campaigns, customer events and BTIC demos, leveraging MDF and BDF · Work with Marketing to ensure that Atos Sales force is able to pitch the solutions of the joint portfolio · Leverage the Governance between Atos and partners in scope to ensure that all relationship issues and conflicts are properly addressed and solved · Leverage the Governance between Atos and partners in scope to ensure that all agreements between Atos and partners in scope are complied with by all parties · Support Atos global procurement and other Atos stakeholders for all matters related to the relationship with partners in scope · Report alliance performance according to agreed framework with partners in scope to the Governance bodies in a timely manner · Work with global procurement and GBUs to ensure that all local and global contracts with partners in scope and agreements are renewed / updated in due time · Work with Service Lines and GBUs to ensure that partnership status are maintained or improved over time. Organization: · Global Alliance Exec are members of the Alliance Sales Channel organization · Global Alliance Exec are reporting to the Head of Global Alliance Sales channel KPIs: · New Alliance-led pipeline (with related partners) · Alliance-led Order Entry (with related partners) · Atos Sales people trained on the Joint Value Proposition and the Joint Solution (with related partners) · Number of joint customer meetings with related partners · MDF/BDF/Referral fees from related partners

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