Data & AI Sales Manager - dubai - Atos

Description

Atos Group is a global leader in digital transformation with roughly 67,000 employees and annual revenue of about €10 billion, operating in 61 countries under two brands – Atos for services and Eviden for products. It is the European number one in cybersecurity, cloud and high‑performance computing, and is committed to a secure and decarbonised future by providing tailored AI‑powered, end‑to‑end solutions for all industries.

Function: Sales | Role Type: Individual Contributor with Orchestration Leadership

Drive sustainable, compliant revenue growth in the 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.

• 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.

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.

• 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).

• 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.

• 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.

• 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.

• 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.

• 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 or 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.

• 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.

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

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

≥ 100% annual; ≥ 90% quarterly

Qualified pipeline for next 2 quarters / quota.

≥ 3.0x (Q+1); ≥ 2.0x (Q+2)