What is a Account Technical Leader ? Olivier ROUSSEL is presenting us his job at ORINOX.

Châteaubriant, november 2018

Olivier ROUSSEL Lead Catalog et Data Manager at Edvance is explaining us what is an ATL.

How did you arrive at ORINOX?

In 2008, I created RG services and I joined ORINOX in 2012, after it purchased RG services. The purpose of the company was to develop AVEVA software training for Fiafec a french training organisation.

What are you doing for Edvance?

I am in charge of 4 collaborators from ORINOX to develop PDMS catalogues and a new activity around AVEVA ENGINEERING.

I also run monthly meetings for ORINOX employees at the Malakoff site (92).

Can you explain us what is an ATL?

An ATL acts as intermediaries between ORINOX and customers. Depending on the customer I can do several things such as :

• Leading some pre-sales, giving advices and expertise about different approach : software, development, technicity
• Leading collaborators in order to increase their skills
• Operational follow-up of teams and projects
• Leading meeting about AVEVA Solutions and ORINOX
• Identifying risks or opportunities

What is a good ATL?

A good ATL must be attentive to clients needs and understand it. It is important to like to learn everyday and to hand down knowledge. Finally a good ATL must be pro-active and team player. Right now at Edvance we are 30 orinoxians.

How do we become ATL ?

First of all, an ATL has work experiences and he did various missions in the company or at the client company. Secondly, an ATL must be comfortable with management because he has to be able to answer good to questions. Finally an ATL knows perfectly ORINOX strategy and the clients strategy. This makes things go smoothly.

What is your biggest challenge?

My biggest challenge has been to present ORINOX products and services to EDF representatives. It is a big challenge because people might sometime not understand what we offer and not agree with our vision. Sometimes it is also difficult to find the good person to deal with.

How do you help your collaborators to develop skills?

I am preparing special trainings (about design, reporting, naviswork…) where I can explain technicals aspects about different subjects.

What are your future projects?

My project at EDF is to develop a new activity around PLM and system engineering.

Job Description Account Technical Leader : An ATL is appointed for bigger clients, or for clients with a big potential business for Orinox

Towards the client, the ATL should guarantee the quality of the work of Orinox:

• Help to identify the needs or future needs of the client
• Help to select new profiles regarding specific needs and situation
• Help to convince the client when Orinox proposes a candidate
• Follow the new arrivals in their missions and offer technical advices

Towards orinox, the ATL should help promote our business:

• Help to find potential new business for Orinox
• Help to identify contacts in the client for prospection
• Help to convince the client when Orinox proposes new services or products
• Being able to speak with the Orinox team and to give messages from the Management
• Report to the account manager regarding everything that could have an influence on the team and/or the clients
• Participate to the technical part of the annual interview of the Orinox‘ team

Meet ORINOX’s new ATL

Thomas JEANNE : Développeur et Administrateur AVEVA ENGINEERING chez EDF/DSPTN. Responsable d’une équipe de 2 développeurs

Haythem KAMOUN : Développeur et Administrateur AVEVA ENGINEERING chez TechnipFMC. Responsable d’une équipe de 3 ingénieurs applicatifs

Lionel KERVEILLANT : Projeteur 3 Chef de Groupe chez General Electric

Ulrich KOMENAN : Développeur et Administrateur AVEVA PDMS, MDS, chez ORANO. Responsable d’une équipe de 5 ingénieurs applicatifs