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Dell Technologies

<div>
 
 Account Executive - Direct Sales - Public Sector
 
 
 
 From developing brand-new accounts to driving expansion across existing accounts, our Direct Sales team transforms opportunity into action every day. Whether focusing on a geographical area, product line, industry, channel or market segment, their goal is the same: to develop relationships with the end-users of the organization and generate significant sales. They are the direct line between our ground-breaking portfolio of product solutions and the desks of satisfied customers.
 
 
 Join us to do the best work of your career and make a profound social impact as a
 
 Account Executive - Direct Sales
 
 on our Direct Sales Team in
 
 Riyadh
 
 
 
 
 What You&rsquo;ll Achieve
 
 
 
 As an Account Executive, you will be responsible for building strong customer relationships in the field and ensuring an outstanding customer experience with existing and potential customers.
 
 
 
 You will:
 
 
 
 <ul>
 <li>
 Develop an understanding of customers&rsquo; business and solution requirements
 </li>
 <li>
 Gain share of spend across Dell Technologies portfolio of technology solutions: server, storage, networking, software, security and led services
 </li>
 <li>
 Run territory and/or accounts, including account planning, sales forecasting, engaging cross-functional resources and working with the virtual teams to ensure alignment across the organizations
 </li>
 <li>
 Regularly engage with decision makers at client facilities in performing primary duties
 </li>
 <li>
 Provide sales leadership and experience on large, sophisticated opportunities
 
 
 </li>
 </ul>
 
 Take the first step towards your dream career
 
 
 
 Every Dell Technologies team member brings something unique to the table. Here&rsquo;s what we are looking for with this role:
 
 
 
 Essential Requirements
 
 
 
 <ul>
 <li>
 At least 2 years of experience selling technology solutions
 </li>
 <li>
 In-depth knowledge of market trends that impact Dell Technologies customers
 </li>
 <li>
 Outstanding customer management and strategic selling skills to enhance the success of our customers&rsquo; business and the growth of Dell Technologies
 </li>
 <li>
 Strong communication, collaboration, negotiation and executive presentation skills and the ability to provide insight and thought leadership to senior/CIO/CXO leadership and next two levels down
 </li>
 <li>
 Ability to work in a fast-paced, results-oriented environment
 
 
 </li>
 </ul>
 
 Desirable Requirements
 
 
 
 <ul>
 <li>
 Bachelor&rsquo;s degree
 
 
 </li>
 </ul>
 
 Who We Are
 
 
 
 We believe that each of us has the power to make an impact. That&rsquo;s why we put our team members at the center of everything we do. If you&rsquo;re looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we&rsquo;re looking for you.
 
 
 Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because Progress Takes All of Us.
 
 
 
 Application closing date: 31st March 2026
 
 
 
 Dell Technologies is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. Read the full Equal Employment Opportunity Policy here.
 
 
 
 Job ID:
 
 R280572Job Function: Outside Sales
</div>

Account Executive - Public

<div>From developing brand-new accounts to driving expansion across existing accounts, our Direct Sales team transforms opportunity into action every day. Whether focusing on a geographical area, product line, industry, channel or market segment, their goal is the same: to develop relationships with the end-users of the organization and generate significant sales. They are the direct line between our ground-breaking portfolio of product solutions and the desks of satisfied customers.
Join us to do the best work of your career and make a profound social impact as a Account Executive - Direct Sales on our Direct Sales Team in Riyadh<div> 
What you&rsquo;ll achieve 
As an Account Executive, you will be responsible for building strong customer relationships in the field and ensuring an outstanding customer experience with existing and potential customers. 
 
You will: 
<ul><li>Develop an understanding of customers&rsquo; business and solution requirements</li><li>Gain share of spend across Dell Technologies portfolio of technology solutions: server, storage, networking, software, security and led services</li><li>Run territory and/or accounts, including account planning, sales forecasting, engaging cross-functional resources and working with the virtual teams to ensure alignment across the organizations</li><li>Regularly engage with decision makers at client facilities in performing primary duties</li><li>Provide sales leadership and experience on large, sophisticated opportunities</li></ul> 

Take the first step towards your dream career 
Every Dell Technologies team member brings something unique to the table. Here&rsquo;s what we are looking for with this role: 
 
Essential Requirements 
&bull;At least 2 years of experience selling technology solutions&bull; In-depth knowledge of market trends that impact Dell Technologies customers 
<ul><li>Outstanding customer management and strategic selling skills to enhance the success of our customers&rsquo; business and the growth of Dell Technologies</li><li>Strong communication, collaboration, negotiation and executive presentation skills and the ability to provide insight and thought leadership to senior/CIO/CXO leadership and next two levels down</li><li>Ability to work in a fast-paced, results-oriented environment</li></ul> 

Desirable Requirements 
<ul><li>Bachelor&rsquo;s degree</li></ul> 

Who we are</div>
We believe that each of us has the power to make an impact. That&rsquo;s why we put our team members at the center of everything we do. If you&rsquo;re looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we&rsquo;re looking for you. 
 
Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because Progress Takes All of Us. 
 
Application closing date: 31st March 2026 
 
Dell Technologies is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment.
Job ID:R280572</div>

<div>
 From developing brand new accounts to driving expansion across existing accounts, our Direct Sales team transforms opportunity into action every day. Whether focusing on a geographical area, product line, industry, channel or market segment, their goal is the same: to develop relationships with the end-users of the organization and generate meaningful sales. They are the direct line between our ground-breaking portfolio of product solutions and the desks of satisfied customers.
 
 
 Join us to do the best work of your career and make a profound social impact as a
 
 Account Executive, Direct Sales
 
 on our
 
 Public Sales
 
 Team in
 
 Riyadh, Saudi Arabia
 
 .
 
 
 
 What You&rsquo;ll Achieve
 
 
 
 As an Account Executive, you will be responsible for building strong customer relationships in the field and ensuring an outstanding customer experience with existing and potential customers.
 
 
 
 You will:
 
 
 
 <ul>
 <li>
 Develop an understanding of customers&rsquo; business and solution requirements
 </li>
 <li>
 Gain share of spend across Dell Technologies portfolio of technology solutions: server, storage, networking, software, security and led services
 </li>
 <li>
 Run territory and or accounts, including account planning, sales forecasting, engaging cross-functional resources and working with the virtual teams to ensure alignment across the organizations
 </li>
 <li>
 Regularly engage with decision makers at client facilities in performing primary duties
 </li>
 <li>
 Provide sales leadership and experience on large, sophisticated opportunities
 
 
 </li>
 </ul>
 
 Take the first step towards your dream career
 
 
 
 Every Dell Technologies team member brings something unique to the table. Here&rsquo;s what we are looking for with this role:
 
 
 
 Essential Requirements
 
 
 
 <ul>
 <li>
 6 to 10 years of experience selling technology solutions
 </li>
 <li>
 Selling within the Public sector.
 </li>
 <li>
 Extraordinary customer management and strategic selling skills
 </li>
 <li>
 Aptitude for understanding how technology products and solutions tackle business problems
 </li>
 <li>
 Strong communication, collaboration and executive presentation skills, and the ability to provide insight and thought leadership to senior management
 
 
 </li>
 </ul>
 
 Desirable Requirements
 
 
 
 <ul>
 <li>
 Bachelor&rsquo;s degree (BS/BA)
 
 
 </li>
 </ul>
 
 Who We Are
 
 
 
 We believe that each of us has the power to make an impact. That&rsquo;s why we put our team members at the center of everything we do. If you&rsquo;re looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we&rsquo;re looking for you.
 
 
 Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because Progress Takes All of Us.
 
 
 
 Application closing date: 31st March 2026
 
 
 
 Dell Technologies is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. Read the full Equal Employment Opportunity Policy here.
 
 
 
 Job ID:
 
 R279977Job Function: Outside Sales
</div>

Account Executive - Public Sector

ServiceNow

<div>Company Description 
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today &mdash; ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500&reg;. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone. 
Job Description 
You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical.
What you get to do in this role:<ul><li>
Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales</li><li>
Oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.)</li><li>
Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap</li><li>
Identify the right specialist/ support resources to bring into a deal, at the right time</li></ul> 

Qualifications 
To be successful in this role you have:<ul><li>
Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI&rsquo;s potential impact on the function or industry.</li><li>
Extensive sales experience within software OR solutions sales organization</li><li>
Experience establishing trusted relationships with current and prospective clients and other teams</li><li>
Experience producing new business, negotiate deals, and maintain healthy C-Level relationships</li><li>
Experience achieving sales targets</li><li>
Extensive network and experience of working and partnering with Public Sector organizations</li><li>
The ability to understand the &quot;bigger picture&quot; and our plans around IT</li><li>
Experience promoting a customer success focus in a &quot;win as a team&quot; environment</li><li>
Solid experience selling into Public Sector organisations</li><li>
Fluent in Arabic and English</li></ul>
Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate! 
Additional Information 
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
From Fortune. &copy;2024 Fortune Media IP Limited. All rights reserved. Used under license.</div>

Sr Enterprise Account Executive, Public Sector

Amazon Web Services

<div><h2 class="jobSectionHeader">DESCRIPTION</h2><div>
Are you a builder, who thrives where leadership meets growth ambition and world-class technology? AWS is hiring a Principal Account Executive to lead transformative deals and redefine how the Energy and Utilities industry innovates with cloud and Agentic AI.
 
 
Bring your passion for building businesses, your operational excellence and your deep industry insights and help our customers accelerate their digital transformations at scale. 
 
As Principal Account Executive, you will manage and grow strategic Energy and Utilities accounts within KSA. You will own the go-to-market strategy and execution for strategic accounts, drive revenue growth, and set the vision for how AWS partners with energy leaders to reshape the industry.
 
 
You will report to the KSA Leadership and collaborate closely with regional stakeholders to deliver on bold growth ambitions. This role is based in Riyadh, KSA with travel required to key customer sites. 
 
Key job responsibilities 
<ul><li>Build and maintain trusted C-level relationships with strategic Energy &amp; Utilities accounts. Fostering partnerships anchored on customer obsession, accountability, and continuous improvement.</li></ul> 
<ul><li>Partner with cross-functional teams (Business Development, Solutions Architecture, Partners, Marketing and Customer Success) to solve Customers' most complex business and technical challenges.</li></ul> 
<ul><li>Identify transformational opportunities, de-risk execution, and replicate success through scalable sales plays and mechanisms.</li></ul> 
<ul><li>Use data and metrics to manage pipeline health, forecasting accuracy and sales productivity.</li></ul> 
<ul><li>Represent AWS at industry events and evangelize our innovation across the Energy &amp; Utilities industry.</li></ul></div><h2 class="jobSectionHeader">
BASIC QUALIFICATIONS</h2><ul><li>Experience in management of large, complex enterprise accounts or equivalent</li><li>Experience in specific technology domain areas like software development, cloud computing, systems engineering, infrastructure, security, networking, data and analytics</li><li>Experience engaging and influencing senior executives, demonstrating a strong familiarity with decision-making processes in enterprise customers</li><li>5+ years of solving problems with technology in the Energy &amp; Utilities industries experience</li><li>Experience with opportunity and pipeline forecasting methodologies or equivalent</li><li>&bull; 10+ years of Enterprise Sales Experience with a history of closing complex, multi-stakeholder deals that deliver measurable business impact.</li><li>&bull; Bachelor's degree or equivalent practical experience. Fluency in written and spoken English; proficiency in Arabic preferred.</li></ul><h2 class="jobSectionHeader">
PREFERRED QUALIFICATIONS</h2><div>
- Experience working within the channel- and partner community across multiple sales segments 
<ul><li>Experience delivering results for large, cross-functional initiatives/projects</li><li>Experience working with global cross-functional teams</li><li>&bull; Established network in Energy and Utilities sector within KSA.</li></ul> 
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you&rsquo;re applying in isn&rsquo;t listed, please contact your Recruiting Partner.</div></div>

Principal Account Executive, AWS Public Sector Saudi Arabia

<div><div>We help the world run better 
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging &ndash; but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.</div><div></div> 
Due to local Saudization mandates, we can only consider Saudi Nationals at this time. 
Role Overview 
The Solution Sales Executive (SSE) Expert is responsible for combining deep SAP expertise, business acumen, and end-to-end solution area domain knowledge to drive LoB cloud revenue, customer success, accelerate adoption of innovation (especially AI), and position the organization as a market leader. The SSE shapes transformative solutions and delivers measurable value to customers through thought leadership, innovation, and strategic execution&mdash;supporting both specific Lines of Business (LoB) and the overall &ldquo;One SAP&rdquo; strategy. 
This position will be responsible for selling our Public Cloud ERP suite. Qualifications for the position will require a minimum of 12 years of experience to include subject matter expertise with a proven track record of selling Public Cloud ERP over the most recent 4 plus years in multiple industries. 
What You'll Do 
<ul><li>
Account ownership &amp; strategy: Serve as the designated Line-of-Business owner for assigned accounts, owning the end-to-end relationship and developing multi-year strategic account plans that align customer objectives with company goals and the broader account team&rsquo;s direction.</li><li>
Drive the end-to-end customer value journey with domain expertise: Apply deep financial applications expertise to map current-state processes, identify high-impact gaps, and design a prioritized transformation roadmap that delivers measurable business value across the customer lifecycle.</li><li>
Pipeline &amp; opportunity management: Proactively identify, qualify, and develop expansion opportunities within existing accounts, building a healthy pipeline, forecasting revenue, and coordinating with sales to convert opportunities into closed deals.</li><li>
Product success &amp; innovation: Lead go-to-market efforts for new products and capabilities&mdash;engaging early with customers to validate concepts, capture feedback, and influence product roadmaps&mdash;with particular focus on AI and other innovation initiatives that accelerate value.</li><li>
Enablement, demos &amp; prototypes: Ensure demo systems, trial environments, and enablement assets are production-ready; support solution advisors and learning teams to deliver scalable training, as well as tailored demos, proofs-of-concept, and prototypes using customer-specific scenarios and data.</li><li>
Value proposition &amp; executive engagement: Co-create compelling executive-level narratives and ROI analyses (value leakage, cost-to-serve, TCO improvements) with value advisors; lead strategic discovery and workshops to gain executive alignment and accelerate buying decisions beyond formal RFP cycles.</li><li>
Commercial negotiations: Lead complex commercial discussions including pricing, contract terms, and cloud revenue models, balancing customer expectations with profitability and long-term strategic value for the business.</li><li>
Adoption &amp; consumption: Partner with Customer Success and adoption teams to drive usage, monitor consumption metrics, manage escalations, secure customer references, and implement continuous improvement actions to maximize realized value.</li><li>
Customer success &amp; field impact: Own financial-application deal cycles and renewal negotiations, driving end-to-end field engagement and executive sponsorship to prioritize investments and deliver measurable outcomes tied to agreed KPIs.</li><li>
Relationship building &amp; governance: Cultivate C-suite and buying-center relationships to align stakeholders, convert sponsors into advocates, and run Quarterly Business Reviews focused on adoption, innovation, risk mitigation, and opportunity identification.</li><li>
Ecosystem &amp; partner engagement: Manage strategic alliances with consulting and systems integrator partners (e.g., McKinsey, Bain, Accenture, Deloitte, PwC, EY), co-developing joint solutions and go-to-market approaches while maintaining close partner account-level relationships.</li><li>
Collaboration &amp; orchestration: Orchestrate cross-functional execution with Sales, Product, Marketing, Solution Architects, and Delivery teams to ensure account strategies are integrated into the GTM engine and that responsibilities, timelines, and outcomes are jointly owned.</li><li>
Competitive &amp; industry expertise: Maintain up-to-date technical and functional knowledge of SAP and adjacent solutions as well as market and competitor trends; use that insight to position differentiated solutions that address industry-specific challenges and win competitive deals.</li></ul> 
What You Bring (make sure we specify expertise in the sub solution area this position will be responsible for; work with your leader to add additional requirements if needed) 
<ul><li>
Quota carrying sales experience with a management consulting type profile with 10-15 Years Industry or Practitioner experience driving software sales; Executive relationship building skills with proven C-suite influence to include the Office of the CFO.</li><li>
Proven track record of selling Public Cloud ERP over the most recent 4+ years in multiple industries.</li><li>
B2B enterprise experience with multi-stakeholder SaaS cycles, plus top-tier consulting and deep industry expertise.</li><li>
Proven experience in account management, solution sales, or customer success roles.</li><li>
Strong understanding of solution sales, customer value realization, and account planning methodologies; Expansion selling track record (account growth).</li><li>
Deep domain expertise related to financial applications, with strong understanding of AI and innovation trends.</li><li>
Maps value levers and tell a quantified ROI storytelling and compelling business case creation</li><li>
Strategic thinking, business acumen, relationship building and client advocacy skills.</li><li>
Excellent communication, negotiation, and stakeholder management abilities.</li><li>
Ability to work collaboratively in a matrixed environment and influence without direct authority.</li><li>
Analytical mindset with a focus on problem-solving and continuous improvement.</li></ul><ul><li> 
Due to local Saudization mandates, we can only consider Saudi Nationals at this time.</li></ul> 
<div>Bring out your best 
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
 
 
We win with inclusion 
SAP&rsquo;s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone &ndash; regardless of background &ndash; feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world. 
 
SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com. 
 
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training. 
 
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements. 
 
Successful candidates might be required to undergo a background verification with an external vendor.</div><div></div><div> 
AI Usage in the Recruitment Process</div><div>
For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.
</div>Please note that any violation of these guidelines may result in disqualification from the hiring process. 
 
Requisition ID: 445345 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid</div>

Solution Sales Expert KSA - Cloud ERP

Atos

<div>
 
 About Atos Group
 
 
 
 Atos Group is a global leader in digital transformation with c. 67,000 employees and annual revenue of c. &euro;10 billion, operating in 61 countries under two brands &mdash; 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 &amp; AI Sales Manager &mdash; 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)
 
 
 
 <ul>
 <li>
 End-to-end commercial ownership of Data &amp; AI opportunities demand generation, qualification, deal shaping, pricing, contracting, closure and expansion.
 </li>
 <li>
 Quota attainment and predictable forecasting through disciplined pipeline management and value-based selling.
 </li>
 <li>
 C-level relationships (CIO/CDO/CISO/Line-of-Business heads) and stakeholder alignment across business, IT, security, procurement and finance.
 </li>
 <li>
 Partner motions with hyperscalers and key data/AI platforms to accelerate pipeline, funding and wins.
 </li>
 <li>
 Inclusion of data governance, privacy and security-by-design in every opportunity&mdash;especially for regulated sectors.
 
 
 
 </li>
 </ul>
 Scope, Stakeholders &amp; Ways of Working
 
 
 This role succeeds by combining commercial leadership with strong solution fluency and internal orchestration
 
 
 <ul>
 <li>
 Primary focus Abu Dhabi strategic accounts across Government/Public Sector, Energy, Financial Services, Aviation and large enterprises.
 </li>
 <li>
 Internal interfaces Account Executives, Presales/Solution Architects, Delivery/Program Leaders, Partner/Alliance Managers, Legal/Finance, Marketing, and Global Data &amp; AI leadership.
 </li>
 <li>
 Customer interfaces CXO-level sponsors, Data Office/CDO, Architecture, Security/CISO, Compliance/Privacy, Operations, Procurement, and Finance.
 </li>
 <li>
 Operating cadence weekly pipeline reviews; monthly forecast calls; QBRs with strategic accounts; joint partner account planning.
 
 
 
 </li>
 </ul>
 Key Responsibilities
 
 
 Territory &amp; Account Leadership
 
 
 <ul>
 <li>
 Build and execute territory plans , including target account lists, stakeholder maps, whitespace analysis and competitive strategy.
 </li>
 <li>
 Establish executive sponsorship and account governance; run outcome-focused workshops to uncover high-value use cases.
 </li>
 <li>
 Develop 3&ndash;5 sector plays (e.g., citizen services automation, fraud &amp; risk analytics, asset performance, predictive maintenance, GenAI copilots, operational intelligence).
 
 
 
 </li>
 </ul>
 Pipeline, Qualification &amp; Forecasting
 
 
 <ul>
 <li>
 Create and progress a healthy pipeline using MEDDICC (or equivalent); maintain CRM hygiene and accurate stage discipline.
 </li>
 <li>
 Drive deal inspection compelling event, economic buyer, technical win plan, security/compliance approach, and mutual close plan.
 </li>
 <li>
 Provide predictable forecasting with clearly defined committed, best-case and pipeline scenarios.
 
 
 
 </li>
 </ul>
 Deal Shaping &amp; Value Engineering
 
 
 <ul>
 <li>
 Lead multi-stakeholder deal strategy, orchestrating presales and delivery to create a differentiated, executable solution and roadmap.
 </li>
 <li>
 Develop business cases and value models (TCO/ROI), quantify outcomes and validate assumptions with customer finance and program owners.
 </li>
 <li>
 Own pricing strategy, proposal quality and negotiation; protect margin while meeting customer outcomes and delivery feasibility.
 
 
 
 </li>
 </ul>
 Partner &amp; Ecosystem Growth
 
 
 <ul>
 <li>
 Run partner-led and partner-assisted motions with hyperscalers (Azure/AWS/Google Cloud) and platform partners (e.g., Databricks/Snowflake).
 </li>
 <li>
 Leverage co-sell programs and funding mechanisms to accelerate PoCs, reference architectures and joint wins.
 </li>
 <li>
 Create repeatable assets pitch decks, value narratives, case studies, and proposal templates aligned to Abu Dhabi priorities.
 
 
 
 </li>
 </ul>
 Post-Sale Expansion (Land-and-Expand)
 
 
 <ul>
 <li>
 Ensure high-quality handover to delivery with clear scope, governance, success metrics and stakeholder alignment.
 </li>
 <li>
 Identify expansion roadmap within 90&ndash;180 days of delivery start (next use case, scale-out, managed services, platform adoption).
 </li>
 <li>
 Monitor customer satisfaction and executive alignment to sustain long-term account growth.
 
 
 
 </li>
 </ul>
 
 Qualifications &amp; Experience
 
 
 
 <ul>
 <li>
 7&ndash;12+ years of enterprise technology sales experience with 3+ years selling Data/Analytics/AI/GenAI solutions or services.
 </li>
 <li>
 Proven track record of closing complex, multi-stakeholder transformation deals (multi-million AED / equivalent) and consistent quota attainment.
 </li>
 <li>
 Experience selling in UAE /KSA -regulated sectors (Government/Public Sector, BFSI, Energy, Aviation).
 </li>
 <li>
 Strong value selling and commercial skills business case creation, pricing, negotiation, contracting, and margin discipline.
 </li>
 <li>
 Comfortable working with solution architects and delivery leads to produce credible architectures, statements of work, and transformation roadmaps.
 </li>
 <li>
 Executive presence, strong written and verbal communication.
 </li>
 <li>
 Bilingual Arabic &amp; English Communication is a plus.
 
 
 
 </li>
 </ul>
 Core Competencies (How You Win)
 
 
 <ul>
 <li>
 Consultative selling discovery depth, outcome framing, and stakeholder alignment.
 </li>
 <li>
 Deal leadership clear win plans, mutual close plans, and disciplined qualification.
 </li>
 <li>
 Technical fluency ability to sell outcomes without overselling risk; credible in governance/security conversations.
 </li>
 <li>
 Partner orchestration co-sell, funding utilization, and joint account execution.
 </li>
 <li>
 Sales Operational excellence forecasting accuracy, CRM discipline, and repeatable sales motions.
 </li>
 <li>
 Integrity and customer trust responsible AI positioning and confidentiality.
 
 
 
 </li>
 </ul>
 KPIs &amp; 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).
 
 
 &ge;100% annual; &ge;90% quarterly
 
 
 
 Pipeline Coverage
 
 
 
 Qualified pipeline for next 2 quarters / quota.
 
 
 &ge;3.0x (Q+1); &ge;2.0x (Q+2)
 
 
 
 Win Rate
 
 
 
 Closed-won / closed for qualified opportunities.
 
 
 &ge;30&ndash;40% for complex deals
 
 
 
 Forecast Accuracy
 
 
 
 Committed forecast vs actual bookings.
 
 
 &plusmn;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.
 
 
 &ge;20&ndash;30% influenced
 
 
 
 Governance/ Compliance
 
 
 
 Critical compliance issues attributable to deal/scope.
 
 
 Zero critical breaches
 
 
 
 Customer Satisfaction
 
 
 
 CSAT/NPS or executive feedback after delivery start.
 
 
 &ge;8/10 or company standard
 
 
 
 Choose your future. Choose Atos.
 
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