Data & AI Sales Manager

About Atos Group

Role Mission

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 opportunity—especially 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.

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 3–5 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 90–180 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

• 7–12+ 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

Quota Attainment (Bookings)

Pipeline Coverage

Win Rate

Forecast Accuracy

Deal Quality

Partner Impact

Governance/ Compliance

Customer Satisfaction