Client Profile

Atos Origin is a leading service provider for the Health sector in the UK. We have managed and implemented flagship Health initiatives including Choose and Book, HealthSpace, SUS, LSP Deployment Support, Programme and Project Management, Lean process optimisation and service redesign, and World Class Commissioning implementation.

Our Medical Services team engages the largest number of medical doctors outside of the NHS, and delivers clinical services such as Commuter Walk-in Centres and occupational health services. Atos Healthcare has over 4,000 employees, including more than 2,500 clinical staff globally.

Atos Consulting is a division of Atos Origin, created in 2004 and uniting the heritage and pedigree of KPMG Consulting and SchlumbergerSema. It is a leading provider of business, transformation and technology consulting services with more than 2,500 staff globally. It delivers proven, pragmatic solutions to Health, Government, Enterprise, Financial Services and Transport sectors.

Atos Consulting provides solutions in Procurement Transformation, Strategy and Business Transformation, People and Change, Supply Chain and Asset Management, Finance, Compliance and Risk, and Business Change Programmes.

Atos Consulting is recognised as having a successful track record in delivering high quality sustainable solutions to the NHS. As a demonstration of this, the MCA recently awarded us the ‘MCA Overall Award Winner 2009 – Best Public Sector Project’ and ‘MCA Award Winner 2009 - Best Operational Improvement Project in the Public Sector’ for the work we completed to NHS South Central in the ‘Transforming Care Programme’.

These credentials mean we are well placed to support the clinical, business and technology issues associated with the Department of Health’s agenda for healthcare modernisation.

Role Description

On the account, the Associate Partner will focus on extending our footprint in terms of new areas of business, as well as ensuring that the full portfolio of Atos Consulting solutions is sold in existing accounts. The Health Associate Partner will also be responsible for continuing to develop the key relationships with their counterparts in the other Atos UK service lines: Systems Integration (SI), Managed Operations (MO) and Medical Services, who all have substantial existing business in the health sector.

The work we will continue to sell will be traditional business transformation and IT programme management, ensuring we continue to leverage cross-service line opportunities, and improving our “One Atos” message to existing and prospective clients.

Purpose of role

An Associate Partner is required to build our business across SHAs, PCTs Acute Trusts, Community Services and Department of Health bodies, to ensure that we maximise our existing relationships and track record, based on our unique insight and work to support the changing health care agenda.

Particular focus will be on the development of new business into new geographical areas; one particular area of focus being London. As well as selling across the full solution set, this Associate Partner will also be expected to leverage existing cross-service line opportunities with SI, MO and Medical Services , by building and improving existing relationships with key decision makers in these Departments.

A key aspect is thought leadership, thus understanding key policy agendas, and the solutions that Atos Consulting need to develop as those agendas change, will be a critical element of this role, as well as being able to articulate the Atos Consulting and the “One Atos” brand and value-add in the context of our competitors.

Responsibilities include:

Developing existing Health accounts by selling in Atos Consulting Solution Groups

Delivering an individual revenue target based on key accounts, and converting a strong pipeline of existing opportunities with some new opportunities

Playing a key role in account and sector development within Health Atos Consulting Public Sector, and internally across the other Atos service lines: SI, MO and Medical Services

Solution development that meets client requirements and strategies, based on medium and long term Health business strategies and Government agendas for change

Thought leadership in defining Atos Consulting’s brand against our competitors, and positioning our brand in the marketplace.

Role Requirements

Skills and Competencies

The candidate must be able to demonstrate:

Experience in sales and account development within health at a major consultancy

Ability to develop value-added, strategic, long term relationships with targeted and current clients, which consistently converts into sales

Ability to lead multiple, diverse and complex engagements profitably

Ability to forge strong relationships with key business alliance partners to bring propositions to market

People leadership skills, with a strong emphasis on role model behaviour and leading by example

Recognition and respect as a leader, with high levels of integrity and ethics

Leadership, knowledge and expertise in a particular solution, providing thought leadership in this specialist area

A technical consulting skill which is likely to align to an AC service offering

Strong interpersonal and written communication skills.

Qualifications and Experience

Education (Essential)

Good first degree, at a minimum grade of 2.1 from a leading university

Education (Desirable)

Ideally a minimum of one post graduate qualification, preferably an MBA

Second degree, Masters or Doctorate

Other Information

Sales Track Record

Their RIY (Revenue in Year or Delivered Revenue) track record should stand at a minimum of £1.5m per annum. This should have been sustained over a minimum of two years, preferably three, as we are looking for an Associate Partner who has sold multiple engagements to multiple clients, and not just had success with one large win that delivers recurring revenue.

Solution Development

The candidate will be able to demonstrate a proven ability in defining solutions to take to market, and a demonstrable track record in selling these solutions to clients. They will be able to articulate their value to their employer in helping to sell consulting assignments.

Industry Knowledge and SME in a Solution Area

It is vital that the suitable candidate has a clear understanding of the key issues facing their sector over the next 2-3 years, the Health medium term strategy and the Government agenda we need to support, along with the key problems that are worrying the key decision makers. Subject Matter Expertise in one solution area is generally a key advantage to add to the candidate’s credibility at the most senior levels of client engagement.

Apply

Candidates interested in this position should forward their resume to carla@shilstonpartnership.com