Technical Account Manager - Cloud

Key Accountabilities:

Outcomes this role delivers

• The five financial measures delivered on the accounts held, signed and then realized.
• The client profit and loss realized matches the client profit and loss signed.
• Cloud consumption achieved on the profile it was sold on.
• Accounts that grow year on year, with roughly 70% of target from expansion over two to three years.
• Clients who deal with du Tech through this role, not around it.

Standards this role holds

• Commit nothing until Delivery, Operations and every partner have given a written, dated estimate in the bid.
• Never cut the delivery estimate to meet a price. Change the scope or decline the pursuit.
• Sell on value. Every concession is conditional, matched by equivalent value, and recorded with its trade.
• Register every lead in the Lead Portal before any solutioning, pricing or architecture effort starts.
• Hold no pricing, discount or margin authority. Escalate to the Financial Authority Policy level.
• Advance a stage only when its exit gate is met, and close only on compliant countersigned documentation.

Owning the account

• Own the client: the relationship, the outcomes committed, and the profit and loss. Nobody else carries it.
• Give the architect the sales intelligence before solution work starts drivers, unmet needs, decision criteria, budget, incumbent.
• Take the assigned sales plays into the accounts held, and work each to its pipeline creation target.
• Build a play from what is seen in the accounts, so a problem solved once can be sold again.
• Carry a named contribution to the market plan: accounts covered, plays run and pipeline created.
• Bring the architect into delivery governance after award and own the consumption plan sold with it.
• Take ownership of overdue payments identified by Finance and secure collection.

Pipeline and forecast discipline

• Generate new leads and convert them into qualified opportunities, against the volumes set in the performance objectives.
• Create incremental pipeline continuously and move every opportunity within the published stage progression standard.
• Update the tracker to the published weekly deadline, with every mandatory field complete.
• Flag and close ageing opportunities to the published ageing standard where no path to award remains.
• Hold a close plan on every commit: a confirmed compelling event, a named next action, an owner and a date.
• Attend the weekly one to one pipeline review and transfer account ownership before any leave.

Artificial intelligence, assets and corporate obligations

• Use artificial intelligence daily, and as the check on every document before it leaves this role.
• Hold the artificial intelligence conversation with a client executive in business outcomes, not technology.
• Contribute reusable assets each cycle. An asset counts once somebody else uses it.
• Use only the current approved version of every presentation, offering document and play.
• Complete compliance, training, surveys and reviews in full, ahead of every deadline.

National HyperCloud (Alloy) specialization: additional accountabilities

• Carry the Alloy contract value and consumption target as an overlay, holding no accounts directly.
• Provide the Oracle and cloud expertise on each Alloy pursuit and hold the Universal Credits position.
• Build and work the Alloy account and territory plan against the mapped addressable market.
• Drive consumption after the sale: workload expansion, capacity consumed and renewal at term.

Key performance indicators

• Total contract value, margin and revenue on signings.
• Revenue collected against the milestones signed.
• Cloud consumption against the signed adoption and migration plan.
• Forecast accuracy within 10%, commits that close in the quarter committed, and qualified pipeline coverage of at least three times target.
• New leads created, and the share converted to qualified opportunities.
• Tracker hygiene score against the published standard.
• The target against each measure is set annually in the individual performance objectives, not in this job description.

Qualifications, Experience and Skills:

• Bachelor's degree in business, engineering, computer science or a related field.
• Minimum 5 years in enterprise or government technology sales, carrying and delivering a quota in the UAE market.
• Technically fluent across cloud, data centre, networking, cyber security, data and artificial intelligence.
• Has grown an existing account, not only won new ones.
• Has held price under pressure, trading conditionally rather than discounting.
• Practical use of artificial intelligence in client research, discovery and proposal work.
• Credible with client executives, and able to hold a business conversation before a technical one.
• Disciplined on pipeline, forecast and record keeping.
• Negotiation and objection handling under pressure.
• Written quality sufficient to argue a case in a proposal.