About Atos Group

Atos Group is a global leader in digital transformation with c. 67,000 employees and annual revenue of c. 10 billion, operating in 61 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 Group is the brand under which Atos SE (Societas Europaea) operates. Atos SE is listed on Euronext Paris.

The purpose of Atos Group 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.

Data & AI Sales Manager Dubai- UAE/ Riyadh -KSA

Function Sales | Role Type Individual Contributor with Orchestration Leadership

Role Mission

Drive sustainable, compliant revenue growth in Middle East by acquiring and expanding strategic accounts through consultative selling of Data, AI/ML and Generative AI solutions. Orchestrate internal teams and partners to translate business outcomes into secure, governed and scalable programs that deliver measurable time-to-value.

Role Summary (What You Will Own)

End-to-end commercial ownership of Data & AI opportunities demand generation, qualification, deal shaping, pricing, contracting, closure and expansion.
Quota attainment and predictable forecasting through disciplined pipeline management and value-based selling.
C-level relationships (CIO/CDO/CISO/Line-of-Business heads) and stakeholder alignment across business, IT, security, procurement and finance.
Partner motions with hyperscalers and key data/AI platforms to accelerate pipeline, funding and wins.
Inclusion of data governance, privacy and security-by-design in every opportunityespecially for regulated sectors.

Scope, Stakeholders & Ways of Working

This role succeeds by combining commercial leadership with strong solution fluency and internal orchestration

Primary focus Abu Dhabi strategic accounts across Government/Public Sector, Energy, Financial Services, Aviation and large enterprises.
Internal interfaces Account Executives, Presales/Solution Architects, Delivery/Program Leaders, Partner/Alliance Managers, Legal/Finance, Marketing, and Global Data & AI leadership.
Customer interfaces CXO-level sponsors, Data Office/CDO, Architecture, Security/CISO, Compliance/Privacy, Operations, Procurement, and Finance.
Operating cadence weekly pipeline reviews; monthly forecast calls; QBRs with strategic accounts; joint partner account planning.

Key Responsibilities

Territory & Account Leadership

Build and execute territory plans , including target account lists, stakeholder maps, whitespace analysis and competitive strategy.
Establish executive sponsorship and account governance; run outcome-focused workshops to uncover high-value use cases.
Develop 35 sector plays (e.g., citizen services automation, fraud & risk analytics, asset performance, predictive maintenance, GenAI copilots, operational intelligence).

Pipeline, Qualification & Forecasting

Create and progress a healthy pipeline using MEDDICC (or equivalent); maintain CRM hygiene and accurate stage discipline.
Drive deal inspection compelling event, economic buyer, technical win plan, security/compliance approach, and mutual close plan.
Provide predictable forecasting with clearly defined committed, best-case and pipeline scenarios.

Deal Shaping & Value Engineering

Lead multi-stakeholder deal strategy, orchestrating presales and delivery to create a differentiated, executable solution and roadmap.
Develop business cases and value models (TCO/ROI), quantify outcomes and validate assumptions with customer finance and program owners.
Own pricing strategy, proposal quality and negotiation; protect margin while meeting customer outcomes and delivery feasibility.

Partner & Ecosystem Growth

Run partner-led and partner-assisted motions with hyperscalers (Azure/AWS/Google Cloud) and platform partners (e.g., Databricks/Snowflake).
Leverage co-sell programs and funding mechanisms to accelerate PoCs, reference architectures and joint wins.
Create repeatable assets pitch decks, value narratives, case studies, and proposal templates aligned to Abu Dhabi priorities.

Post-Sale Expansion (Land-and-Expand)

Ensure high-quality handover to delivery with clear scope, governance, success metrics and stakeholder alignment.
Identify expansion roadmap within 90180 days of delivery start (next use case, scale-out, managed services, platform adoption).
Monitor customer satisfaction and executive alignment to sustain long-term account growth.

Qualifications & Experience

712+ years of enterprise technology sales experience with 3+ years selling Data/Analytics/AI/GenAI solutions or services.
Proven track record of closing complex, multi-stakeholder transformation deals (multi-million AED / equivalent) and consistent quota attainment.
Experience selling in UAE /KSA -regulated sectors (Government/Public Sector, BFSI, Energy, Aviation).
Strong value selling and commercial skills business case creation, pricing, negotiation, contracting, and margin discipline.
Comfortable working with solution architects and delivery leads to produce credible architectures, statements of work, and transformation roadmaps.
Executive presence, strong written and verbal communication.
Bilingual Arabic & English Communication is a plus.

Core Competencies (How You Win)

Consultative selling discovery depth, outcome framing, and stakeholder alignment.
Deal leadership clear win plans, mutual close plans, and disciplined qualification.
Technical fluency ability to sell outcomes without overselling risk; credible in governance/security conversations.
Partner orchestration co-sell, funding utilization, and joint account execution.
Sales Operational excellence forecasting accuracy, CRM discipline, and repeatable sales motions.
Integrity and customer trust responsible AI positioning and confidentiality.

KPIs & Success Metrics

Targets may be calibrated by segment and annual plan; the measures below define expected performance and operating discipline.

KPI

How Measured

Target Guidance

Quota Attainment (Bookings)

Closed-won bookings vs target (quarterly/annual).

?100% annual; ?90% quarterly

Pipeline Coverage

Qualified pipeline for next 2 quarters / quota.

?3.0x (Q+1); ?2.0x (Q+2)

Win Rate

Closed-won / closed for qualified opportunities.

?3040% for complex deals

Forecast Accuracy

Committed forecast vs actual bookings.

10% monthly

Deal Quality

Margin, scope clarity, delivery feasibility; reduced rework.

Meets margin guardrails; minimal scope churn

Partner Impact

Partner-sourced/influenced pipeline and bookings.

?2030% influenced

Governance/ Compliance

Critical compliance issues attributable to deal/scope.

Zero critical breaches

Customer Satisfaction

CSAT/NPS or executive feedback after delivery start.

?8/10 or company standard

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