ALLIANCE MANAGER

Atos SE; Bezons; Sur place; EUR 60 000 - 90 000; Plein temps

Résumé du poste

A global technology firm is looking for a relationship manager to enhance partnerships with Google Cloud in France. The successful candidate will be responsible for driving pipeline growth, developing strategic alliances, and ensuring effective collaboration between Atos and Google. A strong background in sales, at least 10 years, and experience with hyperscalers are essential for this position. The role requires frequent networking and presence at Google’s HQ in Paris.

Prestations

Diversity and inclusion initiatives

Commitment to sustainability

Training and development opportunities

Qualifications

• Minimum of 10 years in sales or business development.
• Strong relationship management skills.
• Experience working with hyperscalers for at least 5 years.

Responsabilités

• Drive pipeline growth around agreed joint solutions.
• Own, manage & grow the business relationship with Google Cloud.
• Develop and manage opportunities pipeline with Google Cloud.

Connaissances

Sales and business development

Relationship management

Commercial negotiation

Cloud technologies understanding

Fluent in English and French

Description du poste

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Together we createreliable and responsive digital foundationsfor the world’s businesses, institutions, and communities.
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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.

The purpose of this role is supporting the Google Cloud Partner activities and relationship for Atos Group, working to support the global Google Cloud alliance strategy in France.

This is fundamentally a role to support our sales activities, with goals based upon developing pipeline and supporting sales cycles. The successful candidate will need to ensure executive relationships are established to support Atos ambitions from the partner, drive an appropriate relationship map, develop a joint partner plan to achieve respective business growth, engage across all Atos industry sales teams and Business Lines to achieve success. The role is designed to achieve new business wins for Atos by utilising partners’ technology and sales capabilities; as well as delivering pipeline growth based on partner generated qualified opportunities.

Goals:

Drive pipeline growth around agreed joint solutions.
Running Joint account planning workshops between Atos and Google Cloud, with aim to drive joint proactive opportunities.
Help achieve Goole Cloud revenue and sales targets by supporting key bids.
Leverage Google Cloud incentive programs for sales teams for best possible win advantages.
Implement a business development plan with Google Cloud local Partner Development Manager (PDM)
Support the Atos business profitability goals leveraging partner relationships as appropriate.
Develop and drive a French alliances plan in support of Global Google Cloud strategy.
Manage the KPIs and contribution of Incentive and rebates for France from Google Cloud.
Become the go to expert for all matters related to Google Cloud business within France and work with local and global Atos teams to simplify doing Google business.

Partner Management Responsibilities:

• Own, manage & grow the business relationship with Google Cloud to produce new opportunities for Atos services focus.
• Work closely with Industry Teams, Account Directors/CEPs and Business Line leaders supporting key strategic bids with partner sales & enablement.
• Develop and manage the opportunities pipeline with Google Cloud, Own and update local Business Plan.
• Direct activities across the complete alliance lifecycle, with a clear focus on the bottom line financial contribution of the Google alliance.
• Engage with the executive team in Atos and the partner to ensure strategic support is in place and underpins agreed execution plans.
• Develop and implement appropriate alliance plans, backed by suitable business cases, engaging Atos business resources required to execute.
• Make recommendations accordingly to France executives & executive sponsors on the strategic direction, focus and success of the partnership.
• Drive regular reviews with the partner at all appropriate levels.
• Ensure that the assigned alliances continue to generate on-going value measurable through new business and pipeline growth.
• Support joint initiatives to ensure that Atos Business Lines and Industry teams personnel are trained on appropriate partner solutions to the correct level of competency.
• Provide regular, effective reporting on the alliance state of bysiness (operational, relationship, opportunities, KPIs and financial success)
• Provide guidance & support to junior team members around partnership approaches and strategies for success.

Competencies and behaviours:

• Minimum of 10 years in sales or business development
• Minimum 5 years working with hyperscalers, either directly for a hyperscaler or with an SI or Consulting Business
• Strong relationship management skills and the ability to engage credibly with senior management & executives in Atos and Google
• Needs to live in/near to Paris and Google’s HQ, as expected to be there at least 25% of the time to network and promote Atos visibility
• General understanding of cloud technologies, competitors and partnership landscape
• Strong commercial skills and understanding, aligning partnership to business growth with and understanding of, and the ability to negotiate, alliance commercial contracts
• Have a sales mind-set and be able to articulate partner value into Atos sales strategies as well as driving the business development engagement between partners with Atos sales executives
• Have a strong ability to work with virtual teams and able to provide leadership, direction and recommendations around partner strategies when appropriate
• Ability to understand and articulate the Atos value proposition to the partners
• Creatively generate mutual partner value propositions focused on opportunity development
• Highly motivated self starter with a hands on approach and excellent planning skills
• Excellent communications skills, both written and verbal
• Ability to travel to support the role, in France and to the USA on occasion
• Fluent in spoken & written English language as well French
• Experience of working with major software vendors as partners
• Knowledge & understanding of Atos TOM including Industries and Practices.

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