Technical Account Manager - Cloud

Role Overview

Technical Account Manager - Cloud at Du, based in the UAE.

Role Purpose

Own the complete client relationship, financial outcomes, and profit and loss on assigned cloud accounts. Drive cloud consumption aligned to signed adoption plans, grow accounts year on year through expansion, and ensure clients engage with Du Tech through this role.

Key Responsibilities

Account Ownership

• Own the client relationship, committed outcomes, and profit and loss with sole accountability.
• Provide sales intelligence to the architect before solution work begins: drivers, unmet needs, decision criteria, budget, and incumbent information.
• 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.

Sales Execution and Pipeline Management

• Generate new leads and convert them into qualified opportunities against set performance volumes.
• Take assigned sales plays into held accounts and work each to its pipeline creation target.
• Build plays from account insights so solutions can be sold repeatedly.
• Create incremental pipeline continuously and move every opportunity within published stage progression standards.
• Update the tracker to the published weekly deadline with every mandatory field complete.
• Flag and close aging opportunities to published standards 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 weekly one-to-one pipeline reviews and transfer account ownership before any leave.

Financial and Commercial Discipline

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

Market and Asset Management

• Carry a named contribution to the market plan: accounts covered, plays run, and pipeline created.
• Use artificial intelligence daily as a check on every document before it leaves this role.
• Hold the artificial intelligence conversation with client executives 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

• Carry the Alloy contract value and consumption target as an overlay, holding no accounts directly.
• Provide 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.

Qualifications & Experience

• Bachelor's degree in business, engineering, computer science, or a related field.
• Minimum 5 years in enterprise or government technology sales in the UAE market, carrying and delivering a quota.
• Has grown existing accounts, not only won new ones.
• Has held price under pressure, trading conditionally rather than discounting.

Skills & Competencies

• Technically fluent across cloud, data centre, networking, cyber security, data, and artificial intelligence.
• Practical use of artificial intelligence in client research, discovery, and proposal work.
• Credible with client executives; 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.

Additional Information

Key Performance Indicators measured annually in individual performance objectives

• Total contract value, margin, and revenue on signings.
• Revenue collected against signed milestones.
• Cloud consumption against signed adoption and migration plan.
• Forecast accuracy within 10%; commits that close in the quarter committed; qualified pipeline coverage of at least three times target.
• New leads created and share converted to qualified opportunities.
• Tracker hygiene score against published standard.