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Lighthouse Intelligence Ltd.

<p></p><div><div>Dubai, UAE</div></div>
<br><div><div><p>At Lighthouse, we&rsquo;re on a mission to disrupt commercial strategy for the hospitality industry. Our innovative commercial platform takes the complexity out of data, empowering businesses with actionable insights, advanced pricing tools, and cutting-edge business intelligence to unlock their full revenue potential.</p>
<p>
Backed by $370 million in series C funding and driven by an unwavering passion for growth, we&rsquo;ve welcomed five companies into our journey and have surpassed $100 million in ARR in 2024. Our 850+ teammates span 35 countries and represent 34 nationalities.</p>
<p>
At Lighthouse, we&rsquo;re more than just a workplace &ndash; we&rsquo;re a community. Collaborative, fun, and deeply committed, we work hard together to revolutionize the hospitality sector. Are you ready to join us and shine brighter in the industry&rsquo;s most exciting rocket-ship?   </p></div><div><p><b>
What you will do</b></p>
<p>
We are expanding internationally and are looking for a full-time <b>Account Executive - Middle East (Based in Dubai).</b></p>
<p><b>
Where you will have impact</b></p>
<ul>
<li>As a hunter, you source potential client opportunities via cold calling, email campaigns and through interaction with professional industry network groups.</li>
<li>Your primary focus will be on our Middle East market, targeting opportunities and building client relationships within this region.</li>
<li>Respond to all incoming product enquiries, referrals and leads in a timely and effective manner. You format tailor-made proposals to clients.</li>
<li>You organise face-to-face or online product demonstrations and advanced training sessions.</li>
<li>Keep track of our existing client base and generate new sales by upselling our products according to the client&rsquo;s needs.</li>
<li>Contract negotiation, maintaining a balance between optimal service, value for the client and Lighthouse's profit margins.</li>
<li>Together with the team, you help build and adjust the vision for the sales team. You build and execute a business development plan to achieve business aims and the sales targets, develop innovative strategies to maximise results and identify shortfalls in the process. This all aims at process improvements.</li>
<li>Attend meetings, (inter)national conferences and organize regional road shows as required.</li>
<li>You are the middleman between our client and our Product Development team. You will provide client feedback to this team so products can be reviewed in line with the feedback.</li>
<li>Keep track of your efforts in our CRM system and achieve KPI&rsquo;s and targets.</li>
<li>Leverage AI driven insights and automation across CRM, conversation intelligence and commercial data to improve forecast accuracy, elevate pipeline quality, ensure smarter account execution, and continuously optimise sales processes in partnership with Sales Operations.</li>
</ul>
<p><b>Who you are</b></p>
<ul>
<li>You have a Bachelor's Degree in Hospitality, Business, Communication, Economics or other relevant fields.</li>
<li>You have a proven experience in business development (<b>full sales cycle</b>) in a SaaS company, preferably in hospitality.</li>
<li>Passion for the travel industry is an absolute must, we all caught the travel bug at Lighthouse ;)</li>
<li>A hunter by heart: thanks to your hunter mentality, you can find, solicit and drive new business to our company. After generating leads, you are comfortable presenting and promoting our products by webinars and tutorials.</li>
<li>You're not the salesman that sells thin air, right? You're passionate about our products and tailor your pitch to the audience's needs.</li>
<li>You are a self-starter: you will pose new ideas and process improvements for our sales process.</li>
<li>You have experience with SalesForce, or other CRM systems and related sales tools.</li>
<li><b>You are fluent in English and Arabic!</b><br>
</li>
<li>You are AI curious and performance obsessed. You actively explore how automation, generative AI and data driven insights can improve coaching, forecasting and deal execution. You see AI as a lever to optimize results, not as a trend.</li>
</ul>
<p></p><p><b>About our team</b></p>
<p>
Join our dynamic Revenue team of over 150 sales professionals globally, represented in 24 countries, who are passionate about driving revenue and expanding our market share in the hospitality industry. As a large department with various roles, our team offers many opportunities for growth and career development. Our team works closely with customers, (including hotels, chains, STR and more) to help them achieve their revenue goals. As a member of our team, you'll have the opportunity to work with a dynamic group of professionals, learn from experienced leaders, and contribute to the success of our organization.</p>
<p>
With a mission to expand our market share in EMEA, we focus on both mature and growth markets, constantly seeking out new opportunities to expand our territory. Our team of 36 people is made up of talented and driven individuals from diverse backgrounds, all working together to drive revenue growth and achieve our goals.</p>
<p><b>
What's in it for you?</b></p>
<ul>
<li>Flexible time off: Autonomy to manage your work-life balance.</li>
<li>Career development: Workshops, frameworks, and training to maximize your professional potential.</li>
<li>Impactful work: Shape products relied on by 85,000+ users worldwide.</li>
<li>Referral bonuses: Earn rewards for bringing in new talent. <b>#Bestteamever</b></li>
</ul>
</div><p></p><div><p>Thank you for considering a career with Lighthouse. We are committed to fostering a diverse and inclusive workplace that values equal opportunity for all. We welcome candidates from all backgrounds, regardless of age, gender, race, religion, sexual orientation, and disability. We actively encourage applications from individuals with disabilities and are dedicated to providing reasonable accommodations throughout the recruitment process and during employment to ensure all qualified candidates can participate fully. Our commitment to equality is not just a policy; it's part of our culture.</p>
<p>
If you share our passion for innovation and teamwork, we invite you to join us in shaping the future of the hospitality industry. At Lighthouse, our guiding light is to be an equal opportunity employer, and we encourage individuals from all walks of life to apply. Not ticking every box? No problem! We value diverse backgrounds and unique skill sets. If your experience looks a little different from what we've described, but you're passionate about what we do and are a quick learner, we'd love to hear from you.</p>
<p>
We value the unique perspective and talents that you bring, and we're excited to see how your light can shine within our team. We can't wait to meet you and explore how we can grow and succeed together, illuminating the path towards a brighter future for the industry. #LI-Hybrid</p></div></div>

Account Executive- Middle East (based in UAE)

Mandarin Oriental

<div>
 Mandarin Oriental Downtown, Dubai is looking for a Learning &amp; Development Director to join our People &amp; Culture team.
 <br/>
 <br/>
 Are you a master of craft? Do you thrive in a team that succeeds together, demonstrating integrity and respect while acting responsibly? Do you embrace a growth mindset? We invite you to become a fan of the exceptional.
 <br/>
 <br/>
 Mandarin Oriental is the award-winning owner and operator of some of the most luxurious hotels, resorts and residences located in prime destinations around the world, with a strong development pipeline. Increasingly recognised for creating some of the world&rsquo;s most sought-after properties, the Group provides legendary service inspired by Asian heritage whilst representing the very cutting-edge of luxury experiences.
 <br/>
 <br/>
 Nestled in the city's heart, Mandarin Oriental Downtown, Dubai offers a stunning fusion of modern design with a touch of oriental flair, redefining hospitality standards. With unparalleled views of Dubai's skyline, the iconic Burj Khalifa, and the sparkling Arabian Sea, this urban retreat offers 224 luxury Residences and 259 Rooms &amp; Suites. Going beyond traditional hospitality, Mandarin Oriental Downtown, Dubai is not just a hotel but a lifestyle destination, offering relaxation, luxury, and memorable experiences.
 <br/>
 <br/>
 <strong>
  About The Job
  <br/>
  <br/>
 </strong>
 Based at the Mandarin Oriental Downtown, Dubai within the People &amp; Culture Department in Dubai, the Learning &amp; Development Director is responsible for, but not limited to, the overall Hotel Learning &amp; Development, Performance Management and Quality Assurance: including operation and non-operation line colleagues, supervisors, managers, Department Heads and Executive Committee and focusing on delighting our guests and colleagues. Learning &amp; Development Director reports to the Director of People &amp; Culture.
 <br/>
 <br/>
 <strong>
  As a
 </strong>
 <strong>
  Learning &amp; Development Director, you will be responsible for the following duties:
  <br/>
  <br/>
 </strong>
 <ul>
  <li>
   Leads Learning &amp; Development (L&amp;D) efforts across the hotel by planning, implementing, and reviewing programs aligned with Mandarin Oriental Hotel Group&rsquo;s (MOHG) standards, business goals, and employee development needs.
  </li>
  <li>
   Collaborates with senior leadership (including the Director of People &amp; Culture, Executive Committee, and Department Heads) to manage performance cycles, succession planning, L&amp;D strategy, and budget.
  </li>
  <li>
   Delivers and facilitates training programs for all staff levels, including executive retreats, classroom sessions, on-the-job training, and leadership development, while supporting quality assurance efforts and guest satisfaction metrics.
  </li>
  <li>
   Manages L&amp;D infrastructure, including training calendars, departmental trainers, training records, and reporting (monthly reports, audits, and feedback reviews), while coordinating with external training providers as needed.
  </li>
  <li>
   Drives employee engagement and career development by coaching, counselling, and supporting initiatives such as Management Trainee Programs, Cultural Exchange Ambassador activities, and team-building efforts.
  </li>
  <li>
   Demonstrates strong leadership, interpersonal, and operational capabilities, including effective communication, team building, problem-solving, talent development, and alignment with MOHG&rsquo;s mission, values, and LQEs (Legendary Quality Experiences).
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  As a
 </strong>
 <strong>
  Learning &amp; Development Director, we expect from you:
  <br/>
  <br/>
 </strong>
 <ul>
  <li>
   Holds a Vocational Diploma or Degree/Higher National Diploma in Hospitality, Business, or Human Resources; adult learning certification and leadership facilitation certification preferred.
  </li>
  <li>
   At least 2 years in a 5-star hotel and 2&ndash;3 years in a managerial Learning &amp; Development or Training role.
  </li>
  <li>
   Skilled in facilitating leadership programs, especially for senior managers, and experienced in coaching and conducting targeted workshops.
  </li>
  <li>
   Capable of conducting Training Needs Analysis at both departmental and hotel-wide levels and measuring training outcomes effectively.
  </li>
  <li>
   Proficient in using HR Information Systems to manage training records and requirements.
  </li>
  <li>
   Fluent in English (written and spoken) and possesses some hands-on operational hotel experience.
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  Our commitment to you
  <br/>
  <br/>
 </strong>
 <ul>
  <li>
   Learning &amp; Development. Your success is our success. We craft unique learning and development programmes for various stages in your career so that you grow, continuously.
  </li>
  <li>
   MOstay. When you work as hard as our colleagues do, it&rsquo;s important to take time off. As a member of the #MOfamily, you can stay with us wherever you go in the world. The MOstay programme offers complimentary nights and additionally attractive rates on rooms for you and your loved ones.
  </li>
  <li>
   Heath &amp; Colleague Wellness. Finding the right work-life balance is important. Your wellbeing matters to us. A variety of health benefits and wellness programmes are offered to all our colleagues, globally.
  </li>
  <li>
   Colleague Comfort and Convenience: Benefit from comfortable accommodation, a duty transportation, and duty meals to ensure your work experience is both enjoyable and hassle-free.
  </li>
  <li>
   Competitive Salary and Benefits: We offer a competitive salary and an attractive benefits package, fully aligned with UAE industry standards, to ensure your financial well-being and stability.
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  We&rsquo;re Fans. Are you?
 </strong>
</div>


Director of Learning & Development

Canoli leaning solution

<p>Experience: Freshers / 0&ndash;1 Year</p><p>Industry: Human Resources / Administration</p><p>Job Description</p><p>We are looking for a motivated and detail-oriented HR Trainee to join our team in Dubai. This role is ideal for fresh graduates or candidates who want to start their career in Human Resources and gain hands-on experience in HR operations, recruitment, and employee coordination.</p><p>Key Responsibilities</p><p>Assist the HR team in day-to-day HR operations</p><p>Support recruitment activities: job postings, resume screening, interview scheduling</p><p>Maintain employee records and HR documentation</p><p>Coordinate onboarding and induction of new employees</p><p>Assist in attendance tracking and leave management</p><p>Support payroll data preparation (basic level)</p><p>Handle employee queries and provide HR support</p><p>Assist in organizing training programs and internal meetings</p><p>Ensure compliance with company policies and HR procedures</p><p>Requirements</p><p>Bachelor&rsquo;s degree in Human Resources, Business Administration, or related field</p><p>Freshers are encouraged to apply</p><p>Basic knowledge of HR functions and labor laws is an advantage</p><p>Good communication skills in English (Arabic/Hindi is a plus)</p><p>Strong organizational and time-management skills</p><p>Proficiency in MS Office (Word, Excel, Email)</p><p>Willingness to learn and grow in HR field</p><p>Skills Required</p><p>Communication &amp; interpersonal skills</p><p>Attention to detail</p><p>Confidentiality &amp; professionalism</p><p>Multitasking ability</p><p>Teamwork mindset</p><p>Benefits</p><p>HR training and career development</p><p>Friendly and professional work environment</p><p>Growth opportunities within the organization</p><p>Exposure to real-time HR operations in UAE</p><p>How to Apply</p><p>Interested candidates can apply through Indeed or submit their CV with the subject line &ldquo;HR Trainee &ndash; Dubai&rdquo;.</p><p>Job Type: Full-time</p><p>Pay: AED1,500.00 - AED2,000.00 per month</p>

Hr trainee

Kaptius

<p>This opportunity is based in the <b>UAE (Abu Dhabi)</b> and is ideal for experienced ServiceNow professionals in the UK who are open to relocating and accelerating their careers internationally. The UAE offers a <b>tax-free income, exposure to large-scale enterprise and government transformation programmes, strong earning potential, and the chance to work in one of the fastest-growing digital markets globally</b>. Kaptius is expanding its Middle East practice and this is a chance to join at an exciting stage of growth, take on high-impact work, and be part of building something meaningful in a dynamic region. If you&rsquo;re ambitious, commercially driven, and ready for an international move, we&rsquo;d love to speak with you.</p><p><b>Job Title: Account Executive &ndash; ServiceNow </b></p><p><b>Location:</b> UAE (Abu Dhabi / Dubai &ndash; Hybrid / Client-Facing)<br/><b>Employment Type:</b> Permanent</p><p><b>About Kaptius</b></p><p>Kaptius is a growing <b>ServiceNow Partner</b> delivering enterprise-scale digital transformation programmes across the Middle East. As we expand our UAE presence, we are seeking an experienced <b>Account Executive</b> to drive new business growth across enterprise and public sector markets.</p><p>This is a strategic, revenue-generating role suited to someone who understands the ServiceNow ecosystem, has built strong regional relationships, and can position high-value transformation solutions to senior stakeholders.</p><p><b>Role Summary</b></p><p>The Account Executive will be responsible for generating new business opportunities, developing strategic client relationships, and driving revenue growth across the UAE market.</p><p>You will engage with CIOs, IT Directors, Digital Transformation Leaders, and Procurement teams to identify opportunities where ServiceNow solutions can deliver measurable business value. Working closely with architects, consultants, and pre-sales teams, you will shape solutions, lead commercial discussions, and manage opportunities through the full sales lifecycle.</p><p>This role requires strong commercial acumen, relationship-building capability, and the ability to operate confidently within complex enterprise environments.</p><p><b>Key Responsibilities</b></p><ul><li>Identify and develop new enterprise and public sector opportunities across the UAE.</li><li>Build and maintain strong relationships with senior stakeholders (CIO, CTO, IT Directors, Procurement).</li><li>Manage the full sales lifecycle from prospecting to deal closure.</li><li>Position ServiceNow-based transformation solutions in collaboration with technical and delivery teams.</li><li>Lead commercial negotiations, proposals, and contract discussions.</li><li>Work closely with ServiceNow and ecosystem partners to drive joint opportunities.</li><li>Develop account strategies and long-term growth plans.</li><li>Maintain accurate pipeline forecasting and reporting.</li><li>Represent Kaptius at industry events, networking forums, and client engagements.</li></ul><p><b>Experience Required</b></p><ul><li>Proven experience as an <b>Account Executive within the ServiceNow ecosystem</b></li><li>Strong track record of closing enterprise-level services or platform deals.</li><li>Experience selling into UAE enterprise and/or public sector markets.</li><li>Fluent Arabic speaker (highly desirable for government and regional clients).</li><li>Demonstrated ability to build long-term strategic client relationships.</li><li>Experience working alongside solution architects and technical teams in structured sales processes.</li></ul><p><b>Skills &amp; Capabilities</b></p><ul><li>Strong commercial and negotiation skills.</li><li>Strategic account planning and opportunity development expertise.</li><li>Ability to navigate complex procurement processes.</li><li>Confident communicator with executive-level presence.</li><li>Strong understanding of digital transformation and enterprise IT strategy.</li><li>Self-driven, resilient, and target-oriented mindset.</li></ul><p><b>Why Join Kaptius</b></p><ul><li>Join a growing ServiceNow Partner expanding across the Middle East.</li><li>Work with enterprise and government clients on high-impact transformation initiatives.</li><li>Influence the growth trajectory of the UAE practice.</li><li>Collaborate with experienced architects and delivery teams in a high-performance environment.</li></ul><p>Job Types: Full-time, Permanent</p><p>Ability to commute/relocate:</p><ul><li>Dubai: Reliably commute or willing to relocate with an employer-provided relocation package (Preferred)</li></ul><p>Application Question(s):</p><ul><li>Can you walk me through your experience within the ServiceNow ecosystem &mdash; have you worked for a partner, ServiceNow direct, or both? What types of deals have you closed?</li><li>What is the largest ServiceNow-related deal you have personally led and closed, and what was your role in that process?</li><li>Have you sold into enterprise or public sector clients, particularly in the Middle East or UAE? If so, which industries?</li><li>This role is based full-time in the UAE. Are you open to relocating, and what is your expected timeline for a move?</li></ul><p>Language:</p><ul><li>Arabic (Required)</li><li>English (Required)</li></ul>

Account Executive - ServiceNow Sales - Arabic Speaker

<div><div><b>We help the world run better</b><br>
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><p><br>
SAP is looking for a Solution Sales Executive Expert level (SSE), who is a strategic sales role that combines deep SAP expertise, business acumen, and end-to-end domain knowledge of the SAP Customer Experience Lines of Business (CX LoB) cloud to drive revenue, customer success, accelerate adoption of innovation (especially AI), and position the organisation 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 CX LoB and the overall &ldquo;SAP Business Suite&rdquo; strategy.</p><p>
We are looking for a <b>Solution Sales Executive at expert level with specific experience in the CX area (commerce, marketing, sales &amp; marketing)</b>.</p><p></p><p><b><br>
Key Responsibilities</b></p><p><b>
Account Ownership &amp; Strategy:</b> Serve as the CX LoB owner for assigned accounts, developing and executing strategic account plans that align with customer goals, business objectives and the broader account plans of the account team.</p><p><b>
Drive the End-to-End Customer Value Journey with Domain Expertise: </b>Provide domain expertise and thought leadership in the solution area to understand and address high-priority business challenges. Lead end-to-end process mapping and the customer value journey, owning the transformation roadmap for the LoB.</p><p><b>
Pipeline &amp; Opportunity Management:</b> Identify and develop new business opportunities within existing accounts, driving pipeline growth and meeting revenue targets.</p><p><b>
Product Success &amp; Innovation: </b>Engage early with customers when new products are launched. Lead AI and innovation initiatives (e.g., scalable PoCs, partner co-investments).</p><p><b>
Enablement, Demos &amp; Prototypes: </b>Support solution advisors to ensure demo system readiness and manage enablement programmes. Collaborate with Demo &amp; Learning teams to provide updated assets and trial environments for scalable enablement programmes, as well as customised demos, POCs and prototypes with customer-specific data.</p><p><b>
Value Proposition &amp; Executive Engagement: </b>Collaborate with value advisors to craft compelling narratives that articulate ROI, value leakage, and competitive advantages. Conduct strategic discovery and workshops, and deliver persuasive pitches that present solutions to distinct customer business and buying-centre challenges to accelerate executive buy-in and drive demand independently of RFPs.</p><p><b>
Commercial Negotiations: </b>Navigate complex pricing and contractual discussions, balancing client expectations with organisational profitability and cloud revenue growth.</p><p><b>
Adoption &amp; Consumption: </b>Support Customer Success Management (CSM) communities, secure references, and manage escalations. Collaborate with CS and CS&amp;D adoption teams to ensure successful delivery of solutions and services, monitor outcomes, and drive continuous improvement to maximise customer value.</p><p><b>
Customer Success &amp; Field Impact: </b>Own CX LoB deal cycles, work hand in hand with the Customer Success Manager (CSM) team, and organise enablement and executive engagement. Elevate customer discussions to prioritise investment and drive measurable outcomes.</p><p><b>
Relationship Building &amp; Governance: </b>Drive C-suite engagement and Buying Centre alignment by fostering long-term, high-value relationships and converting executives into advocates and brand ambassadors. Conduct Quarterly Business Reviews (QBRs) with customers and internal stakeholders, focusing on solution adoption, innovation, risks and opportunities.</p><p><b>
Ecosystem &amp; Partner Engagement: </b>Own relationships with strategic consulting partners (e.g., Accenture, Deloitte, PwC, EY) and with VARs to co-innovate, develop joint go-to-market strategies, and shape disruptive solutions. Maintain direct, high-quality relationships with partner account leads.</p><p><b>
Collaboration &amp; Orchestration: </b>Align closely with Sales, CSM, and Marketing to ensure SSE impact is fully integrated into the go-to-market engine through a tailored GTM approach. Drive joint accountability and coordination across internal stakeholders to maximise market impact.</p><p><b>
Competitive &amp; Industry Expertise: </b>Maintain deep technical and functional expertise across SAP solutions. Stay at the forefront of emerging technologies and competitive trends to craft differentiated solutions that win in the market.</p><p></p><p><b><br>
Qualifications &amp; Competencies</b></p><ul><li>
10-15 years' industry, strong executive relationship-building skills with proven C-suite influence.
</li><li>B2B enterprise experience with multi-stakeholder SaaS cycles.</li></ul><ul><li>
Proven experience in account management or solution sales</li><li>
Strong understanding of solution sales, customer value realisation, and account planning methodologies; track record in expansion selling (account growth) within the CX area.</li><li>
Deep CX domain expertise, with a strong understanding of AI and innovation trends.</li><li>
Maps value levers and tell a quantified ROI story and create a compelling business case</li></ul><ul><li>
Strategic thinking, business acumen, relationship building and client advocacy skills.</li><li>
Excellent communication, negotiation, and stakeholder management abilities.</li></ul><p></p><p><b><br>
Why This Role Matters</b></p><p>
The SSE is pivotal in shaping SAP&rsquo;s market leadership in the CX suite by delivering transformative solutions, driving innovation (particularly in AI), and orchestrating value throughout the customer lifecycle. This role sits at the intersection of strategy, technology, and relationship management, ensuring customers realise the full value of their SAP investments and positioning the organisation for sustained growth.</p><p></p><div><b><br>
Bring out your best</b><br>
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.
<br>
<br>
<b>We win with inclusion</b><br>
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.<br>
<br>
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.<br>
<br>
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.<br>
<br>
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.<br>
<br>
Successful candidates might be required to undergo a background verification with an external vendor.</div><div></div><div><b><br>
AI Usage in the Recruitment Process</b></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><p>Please note that any violation of these guidelines may result in disqualification from the hiring process.<br>
<br>
Requisition ID: 445752 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid</p></div>

CX Solution Sales Expert

Atos

<div><div><b>About Atos Group</b></div><br>
<div></div>
<div>
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.</div><br>
<div></div>
<div>
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.</div><div></div><p><b><br>
Data &amp; AI Sales Manager &mdash; Dubai- UAE/ Riyadh -KSA</b></p>
<p>
Function: Sales | Role Type: Individual Contributor with Orchestration Leadership</p>
<p><b>
Role Mission</b></p>
<p>
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.</p>
<p><b>
Role Summary (What You Will Own)</b></p>
<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><p><b>Scope, Stakeholders &amp; Ways of Working</b></p>
<p>
This role succeeds by combining commercial leadership with strong solution fluency and internal orchestration:</p>
<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><p><b>Key Responsibilities</b></p>
<p><b>Territory &amp; Account Leadership</b></p>
<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><p><b>Pipeline, Qualification &amp; Forecasting</b></p>
<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><p><b>Deal Shaping &amp; Value Engineering</b></p>
<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><p><b>Partner &amp; Ecosystem Growth</b></p>
<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><p><b>Post-Sale Expansion (Land-and-Expand)</b></p>
<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><p><b>Qualifications &amp; Experience</b></p>
<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><p><b>Core Competencies (How You Win)</b></p>
<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><p><b>KPIs &amp; Success Metrics</b></p>
<p>
Targets may be calibrated by segment and annual plan; the measures below define expected performance and operating discipline.</p>
<div>
<div><div><div><p><b>KPI</b></p></div><div><br>
<p><b>
How Measured</b></p></div><div><br>
<p><b>
Target Guidance</b></p></div></div><div><br>
<div>
<p><b>Quota Attainment (Bookings)</b></p></div><div><br>
<p>
Closed-won bookings vs target (quarterly/annual).</p></div><div><br>
<p>
 100% annual; 90% quarterly</p></div></div><div><br>
<div>
<p><b>Pipeline Coverage</b></p></div><div><br>
<p>
Qualified pipeline for next 2 quarters / quota.</p></div><div><br>
<p>
 3.0x (Q+1); 2.0x (Q+2)</p></div></div><div><br>
<div>
<p><b>Win Rate</b></p></div><div><br>
<p>
Closed-won / closed for qualified opportunities.</p></div><div><br>
<ul><li>30&ndash;40% for complex deals</li></ul></div></div><div><br>
<div>
<p><b>Forecast Accuracy</b></p></div><div><br>
<p>
Committed forecast vs actual bookings.</p></div><div><br>
<p>
&plusmn;10% monthly</p></div></div><div><br>
<div>
<p><b>Deal Quality</b></p></div><div><br>
<p>
Margin, scope clarity, delivery feasibility; reduced rework.</p></div><div><br>
<p>
Meets margin guardrails; minimal scope churn</p></div></div><div><br>
<div>
<p><b>Partner Impact</b></p></div><div><br>
<p>
Partner-sourced/influenced pipeline and bookings.</p></div><div><br>
<ul><li>20&ndash;30% influenced</li></ul></div></div><div><br>
<div>
<p><b>Governance/ Compliance</b></p></div><div><br>
<p>
Critical compliance issues attributable to deal/scope.</p></div><div><br>
<p>
Zero critical breaches</p></div></div><div><br>
<div>
<p><b>Customer Satisfaction</b></p></div><div><br>
<p>
CSAT/NPS or executive feedback after delivery start.</p></div><div><br>
<ul><li>8/10 or company standard</li></ul></div></div></div></div><p></p><div><br>
</div><div></div><div><br>
<b>Choose your future. Choose Atos.</b></div></div>

Data & AI Sales Manager

ONE ECM

<p><b>Enterprise Software Senior Sales (Account Executive) - Dubai &amp; Abu Dhabi (UAE)</b></p><p><b>Role Overview:</b></p><p>The Software Solutions Sales Account Executive is responsible for meeting or exceeding assigned sales objectives and quotas, maintaining existing customers and building new revenue streams through the expansion and growth of the business relationships within current and new clients. This includes working with customers to understand and identify their strategic vision, objectives and needs while aligning our products and services where opportunities exist. Through strong business acumen, this role will demonstrate a solid understanding of the industry drivers and trends that are impacting our customers and driving their business and buying decisions. The Account Executive is well-versed in developing and supporting the relationship between ONE ECM and customers at multiple organisational levels, and possesses the ability to gather information on customer business processes, critical success factors, and competitive standing to deliver value-added business solutions.</p><p><b>Experience: </b>5&ndash;8 years of relevant experience</p><p><b>Location: </b>Dubai and Abu Dhabi (United Arab Emirates)</p><p><b>Key Responsibilities:</b></p><ul><li>Accountable for meeting or exceeding assigned sales objectives on a monthly and annual basis.</li><li>Develop an annual business plan updated on a quarterly basis, including plans by product, geography and action plans to capitalise on new opportunities.</li><li>Develop and manage sales funnel to analyse and manage pipeline activity and monitor sales activity against assigned quotas.</li><li>Maintains both tangible near-term actions and longer-term strategic direction to increase growth and sustainable revenues.</li><li>Thoroughly understands and significantly influences the customer&rsquo;s decision-making process and leads the customer to positive decisions.</li><li>Develop articulate value propositions and execute in the field.</li><li>Review complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provides specific solution recommendations.</li><li>Ongoing coordination with all ONE ECM teams (solutions, marketing, engineering, operations, legal, sales and finance) to identify opportunities and ensure alignment of department objectives.</li><li>Acquire and integrate industry knowledge related to general trends, emerging technologies, &amp; competitors.</li><li>Maintain contact with the customer, resolve problems, and seek additional opportunities to meet needs.</li><li>Perform sales presentations to match ONE ECM products with identified needs.</li><li>Provide timely and accurate business volume forecasts and other reports.</li><li>Participates in various headquarters/regional planning and training activities.</li><li>Maintain a mastery of segments, products and industry applications.</li><li>Manage personal expenses in line with ONE ECM expense policies.</li><li>Other duties as assigned.</li></ul><p><b>Minimum Requirements:</b></p><ul><li>5&ndash;8 years of enterprise software sales experience. GCC experience would a plus</li><li>3 years of experience in effectively leading a cross-functional team of technical, services and partner personnel in a complex enterprise software sale and implementation.</li><li>Proven hunter and farmer background (i.e. sold initial departmental opportunities as well as seven-figure multi-level enterprise transactions)</li><li>Strong evidence of self-sufficiency &ndash; creating and working a plan to drive revenue from assigned territory. Demonstrated history of developing their own pipeline equal to 3X.</li></ul><p>Job Type: Full-time</p><p>Pay: AED15,000.00 - AED30,000.00 per month</p>

Enterprise Software Senior Sales (Account Executive) - Dubai & Abu Dhabi (UAE)

Explore 599+ Account executive trainee in Dubai United Arab Emirates this March. Find roles across top companies and apply now to boost your career.