AWS and GCP Alliance Manager

About Atos Group
Atos Group is a global leader in digital transformation with c. 70,000 employees and annual revenue of c. € 10 billion, operating in 67 countries under two brands — Atos for services and Eviden for products. European number one in cybersecurity, cloud and high-performance computing, Atos Group is committed to a secure and decarbonized future and provides tailored AI-powered, end-to-end solutions for all industries. 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 and AWS Partner activities and relationship for Atos Group, working to support the global Google Cloud and AWS alliance strategy in the BNN region (Belux, Netherlands & Nordics).

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 utilizing 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, and Atos and AWS, with aim to drive joint proactive opportunities.
• Help achieve Goole Cloud and AWS revenue and sales targets by supporting key bids.
• Leverage Google Cloud and AWS incentive programs for sales teams for best possible win advantages.
• Implement a business development plan with Google Cloud and AWS local Partner Development Managers (PDM)
• Support the Atos business profitability goals leveraging partner relationships as appropriate.
• Develop and drive the local alliances plan in support of Global Google Cloud and AWS strategy.
• Manage the KPIs and contribution of Incentive and rebates for the BNN region from Google Cloud and AWS.
• Become the go to expert for all matters related to Google Cloud and AWS business within the region and work with local and global Atos teams to simplify doing partners' business.

Partner Management Responsibilities

• Own, manage & grow the business relationship with Google Cloud and AWS 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 and AWS, own and update local Business Plans.
• Direct activities across the complete alliance lifecycle, with a clear focus on the bottom line financial contribution of the Google and AWS 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 BNN 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 business (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 and Atos and AWS
• The role requires approximately 25% on-site presence at the partner's office for networking and promoting 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 drive 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 the BNN region and to the USA on occasion
• Fluent in spoken & written English and Dutch

Desirable

• Experience of working with major software vendors as partners
• Indirect Alliances sales experience
• Knowledge & understanding of Atos TOM including Industries and Practices.

Our offer

• Competitive base salary + Balance Score Card Bonus Scheme
• Company car allowance
• Private healthcare
• Pension scheme
• Professional technical development opportunities
• Flexible working arrangements