Account Sales Executive – Focus: Utilities
Atos
full-time
Posted on:
Location Type: Office
Location: Germany
Visit company websiteExplore more
About the role
- Responsibility for the strategic development and expansion of customer relationships in the energy/utilities sector
- Aim to achieve sustainable business growth through targeted sales activities, customer advisory and execution of account plans
- Extended responsibility for order intake and support of metrics for revenue and profitability
- Joint development of the customer strategy with the Client Executive Partner and internal coordination of complex sales processes in the utilities environment
- Development and implementation of account growth strategies with a focus on digital transformation and innovation in the utilities sector
- Building and maintaining relationships at CxO level as well as stakeholder management across multiple decision-making levels
- Ownership of account plans including forecasting, pipeline management and target setting across multiple business units and partners
- Identification and qualification of new sales opportunities and promotion of cross-selling and up-selling opportunities
- Consultative sales approach: articulating the value of technological solutions, determining the client’s investment priorities and negotiating contracts to achieve optimal profitability
- Balancing short-term sales, revenue and margin requirements with the need to ensure high-quality, sustainable business
- Creating a stakeholder map, developing engagement strategies and coordinating additional business to drive further investments
- Organizing and running customer events and workshops to strengthen customer relationships and discover new business opportunities
- Analyzing the customer’s industry, end customers and competitors to identify innovation opportunities
- Monitoring and systematically addressing competitive threats
- Leading contract negotiations with customers to draft and close advantageous agreements
- Collecting and analysing customer feedback to continuously improve offered solutions and services
- Close collaboration with Client Executive Partner, Portfolio, Delivery and Bid teams to ensure excellent delivery
- Business KPIs: order intake and revenue development within the account
- Project and operations margins
- Free Cash Flow (including billing acceleration, overdue reduction)
- Customer satisfaction / Net Promoter Score
Requirements
- University degree (e.g., Business, IT, Engineering) or equivalent qualification
- More than 8 years of successful sales experience in digital solutions and transformation services within the utilities sector
- Strategic and entrepreneurial mindset
- Strong communication and negotiation skills
- Leadership capabilities and team management experience
- Industry and technology understanding in utilities (focus on distribution networks for electricity/gas, retail, energy infrastructure solutions, e-mobility/charging infrastructure) and the ability to map this to a comprehensive IT service portfolio
- Innovation-oriented and customer-focused approach
- Fluent German and English language skills
- Willingness to travel domestically and internationally
Benefits
- Responsibility for international customers and representation at management level
- High degree of autonomy and freedom to shape the role
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales experiencedigital solutionstransformation servicesaccount managementforecastingpipeline managementcontract negotiationcustomer feedback analysisbusiness KPIsrevenue development
Soft Skills
strategic mindsetentrepreneurial mindsetcommunication skillsnegotiation skillsleadership capabilitiesteam managementinnovation-oriented approachcustomer-focused approachstakeholder managementrelationship building
Certifications
university degreeequivalent qualification