Key Accountabilities
Outcomes this role delivers
- The five financial measures delivered on the accounts held, signed and then realized.
- The client profit and loss realized matches the client profit and loss signed.
- Cloud consumption achieved on the profile it was sold on.
- Accounts that grow year on year, with roughly 70% of target from expansion over two to three years.
- Clients who deal with du Tech through this role, not around it.
Standards this role holds
- Commit nothing until Delivery, Operations and every partner have given a written, dated estimate in the bid.
- Never cut the delivery estimate to meet a price. Change the scope or decline the pursuit.
- Sell on value. Every concession is conditional, matched by equivalent value, and recorded with its trade.
- Register every lead in the Lead Portal before any solutioning, pricing or architecture effort starts.
- Hold no pricing, discount or margin authority. Escalate to the Financial Authority Policy level.
- Advance a stage only when its exit gate is met, and close only on compliant countersigned documentation.
Owning the account
- Own the client: the relationship, the outcomes committed, and the profit and loss. Nobody else carries it.
- Give the architect the sales intelligence before solution work starts drivers, unmet needs, decision criteria, budget, incumbent.
- Take the assigned sales plays into the accounts held, and work each to its pipeline creation target.
- Build a play from what is seen in the accounts, so a problem solved once can be sold again.
- Carry a named contribution to the market plan: accounts covered, plays run and pipeline created.
- Bring the architect into delivery governance after award and own the consumption plan sold with it.
- Take ownership of overdue payments identified by Finance and secure collection.
Pipeline and forecast discipline
- Generate new leads and convert them into qualified opportunities, against the volumes set in the performance objectives.
- Create incremental pipeline continuously and move every opportunity within the published stage progression standard.
- Update the tracker to the published weekly deadline, with every mandatory field complete.
- Flag and close ageing opportunities to the published ageing standard where no path to award remains.
- Hold a close plan on every commit: a confirmed compelling event, a named next action, an owner and a date.
- Attend the weekly one to one pipeline review and transfer account ownership before any leave.
Artificial intelligence, assets and corporate obligations
- Use artificial intelligence daily, and as the check on every document before it leaves this role.
- Hold the artificial intelligence conversation with a client executive in business outcomes, not technology.
- Contribute reusable assets each cycle. An asset counts once somebody else uses it.
- Use only the current approved version of every presentation, offering document and play.
- Complete compliance, training, surveys and reviews in full, ahead of every deadline.
National HyperCloud (Alloy) specialization: additional accountabilities
- Carry the Alloy contract value and consumption target as an overlay, holding no accounts directly.
- Provide the Oracle and cloud expertise on each Alloy pursuit and hold the Universal Credits position.
- Build and work the Alloy account and territory plan against the mapped addressable market.
- Drive consumption after the sale: workload expansion, capacity consumed and renewal at term.
Key performance indicators
- Total contract value, margin and revenue on signings.
- Revenue collected against the milestones signed.
- Cloud consumption against the signed adoption and migration plan.
- Forecast accuracy within 10%, commits that close in the quarter committed, and qualified pipeline coverage of at least three times target.
- New leads created, and the share converted to qualified opportunities.
- Tracker hygiene score against the published standard.
- The target against each measure is set annually in the individual performance objectives, not in this job description.
Qualifications, Experience And Skills
- Bachelor's degree in business, engineering, computer science or a related field.
- Minimum 5 years in enterprise or government technology sales, carrying and delivering a quota in the UAE market.
- Technically fluent across cloud, data centre, networking, cyber security, data and artificial intelligence.
- Has grown an existing account, not only won new ones.
- Has held price under pressure, trading conditionally rather than discounting.
- Practical use of artificial intelligence in client research, discovery and proposal work.
- Credible with client executives, and able to hold a business conversation before a technical one.
- Disciplined on pipeline, forecast and record keeping.
- Negotiation and objection handling under pressure.
- Written quality sufficient to argue a case in a proposal.
