Account Manager – NATO

Permanent contract

Location: Brussels, Belgium (with regular visits to NATO sites — NATO HQ, NCIA, NSPA, SHAPE, ACO sites, ACT sites)

Security clearance: NATO SECRET (active or eligible)

Role Summary

The Account Manager is Atos' customer-facing sales representative for the NATO account, directly responsible for the day-to-day relationship with NATO political-military and acquisition bodies (NATO HQ, ACO sites, ACT sites, NCIA, NSPA and relevant National Delegations). The AM supports the NATO account team to achieve the revenue growth, cost management, delivery accountability and stakeholder trust.

Their mission is to grow the Atos footprint across NATO's digital, cyber and C4ISR agenda while being recognized by NATO stakeholders as a credible partner who understands both the Alliance's intergovernmental governance and its acquisition machinery.

Business Critical Metrics

- Order entry growth
- Customer satisfaction (NATO stakeholder feedback, formal and informal)
- Pipeline coverage ratio and win rate on NATO competitive tendering

Responsibilities

- Customer Management — Planning, Selling and Delivery
- Construct and reinforce trust-based relationships with NATO civilian and military stakeholders
- Be positioned as a genuine business partner of NATO bodies, not a transactional vendor
- Be accountable for all dimensions of the account, from capture/sales to operational excellence in service and project delivery
- Implement the Account Plan, growth strategy and ambition for the NATO account, aligned with Atos NATO market strategy
- Own stakeholder mapping and relationship management across NHQ, ACO, ACT, NCIA, NSPA and National Delegations
- NATO Governance & Acquisition
- Navigate NATO's intergovernmental, consensus-based decision-making process
- Manage engagement through NATO procurement channels (NSPA and NCIA tendering, IFB/RFP processes, NATO Security Investment Programme — NSIP)
- Represent Atos in NATO industry engagement fora (e.g. NIAG, industry days, national industry associations)




- Ensure full compliance with NATO security and classification requirements throughout the bid and delivery lifecycle
- Order Entry & Portfolio Growth
- Own order entry as the account's primary commercial KPI, with a live, qualified pipeline covering the account's growth targets
- Contribute to the development of new offerings through early identification of NATO's digital, cyber and C4ISR needs
- Co-develop NATO-specific solutions with Atos Industry/Portfolio teams and Group Cyber & Defense practice
- Defense Products (Internal / External)
- Maintain up-to-date knowledge of Atos' internal Defense/C4ISR product catalogue and roadmap
- Track the external defense product ecosystem (primes, OEMs, emerging cyber and AI-defense vendors) relevant to NATO's needs
- Select and position the right internal or partner-sourced product against each opportunity, in coordination with Portfolio and Group Cyber & Defense teams
- Partner Management
- Identify, qualify and manage the strategic partners, subcontractors and OEMs required to complement Atos' NATO offering
- Negotiate teaming agreements and manage partner performance across live pursuits and ongoing delivery
- Represent Atos in partner-facing governance (steering committees, consortium/JV structures where relevant)
- Internal Defense / NATO Relations
- Maintain strong alignment with Atos' internal Defense/NATO business line, Group Cyber & Defense practice, and relevant Industry leads
- Ensure internal stakeholders (bid teams, delivery, legal, security office) are aligned on NATO account priorities
- Act as internal ambassador for the NATO account, securing visibility and resource prioritization at Group level




- Operational Versatility
- Operate as a generalist across sales, capture, delivery oversight and stakeholder management, stepping in wherever needed given the account's complexity and lean team structure ('jack of all trades' profile)
- Comfortable covering gaps across functions in a resource-constrained environment typical of a growing NATO account

Requirements

- Security clearance
- Active NATO SECRET clearance strongly preferred; at minimum, demonstrated eligibility to obtain one rapidly through a NATO member state National Security Authority
- As a practical consequence, candidates are required to hold the nationality of a NATO member state
- Military / defense institutional background
- Strong military/NATO background, e.g. military service (officer level) or experience within a Ministry of Defence, national armament/procurement agency, or NATO staff structure, is preferable
- Working knowledge of NATO structure and key bodies: ACO, ACT, NCIA, NSPA, National Delegations
- Familiarity with NATO acquisition processes, NSIP funding mechanisms, and NSPA/NCIA contracting rules
- International organization experience
- Demonstrated experience working with or within international/intergovernmental organizations (NATO, EU institutions, UN, or equivalent)
- Comfort operating in consensus-based, multinational governance environments with long, politically-sensitive decision cycles
- Languages
- Fluent English (NATO working language) mandatory
- Professional French (NATO official language) preferable
- Additional NATO member state language is an asset
- Domain & commercial
- Experience in relationship management of key institutional or defense customers
- Understanding of the defense/security industrial base and awareness of national export control regimes
- Exposure to cyber security and/or C4ISR domains is a strong asset given Atos' NATO digital agenda
- Entrepreneurial approach, with the resilience to operate in long-cycle, high-governance sales environments

📌 Account manager-nato (España)
🏢 Atos
📍 España