Data & AI Sales Manager

About Atos GroupAtos 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.Data & AI Sales Manager — Dubai- UAE/ Riyadh -KSAFunction: Sales | Role Type: Individual Contributor with Orchestration LeadershipRole MissionDrive 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.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 WorkingThis 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 ResponsibilitiesTerritory & Account LeadershipBuild 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 & ForecastingCreate 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 EngineeringLead 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 GrowthRun 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 & Experience7–12+ 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 transf