Data and AI Sales Specialist North America

Edgematics; United States; À distance; USD 180 000 - 260 000; Plein temps

Résumé du poste

Edgematics is seeking a Data and AI Sales Specialist to lead the North America Data and AI business. You will own revenue targets across product licenses, professional services, support, and managed services, building qualified pipeline and closing business through direct and partner channels.

You will coordinate with pre‑sales, delivery, and partners, map stakeholders, articulate customer value, and manage the full sales cycle from qualification to signature while maintaining CRM discipline and

Qualifications

• 7-10 years of quota-carrying enterprise sales experience in Data/Analytics/AI or related software/services.
• Knowledge of the North America enterprise market and large, complex customers.
• Consistent quota attainment and pipeline development.
• Proven ability to sell software licenses or subscriptions, consulting, implementation, support, and managed services.
• Experience working with regional account teams, alliance partners, SI and delivery teams.
• Strong executive communication, discovery, presentation, proposal, negotiation, and closing skills.
• Bachelor's degree or equivalent professional experience preferred.
• Willingness to travel within North America and internationally when required.

Responsabilités

• Develop and maintain a North America territory plan identifying priority industries, named accounts, whitespace, routes to market, and revenue targets.
• Build account plans for strategic customers including executive relationships and expansion paths.
• Own the Data and AI revenue target for the territory with a minimum 2.5–3x qualified pipeline coverage.
• Generate self-sourced pipeline through targeted prospecting, executive outreach, campaigns, and partner collaboration.
• Lead partner opportunities with joint pursuit plans and clear responsibilities.
• Map stakeholders and move opportunities through discovery, qualification, proposal, negotiation, and close.
• Coordinate pre-sales and value engineering with delivery and technology partners.
• Maintain CRM data and manage the account relationship through transition to delivery and renewal.

Connaissances

Enterprise sales

Quota attainment

Executive communication

CRM management

Partnership collaboration

Formation

Bachelor's degree

Outils

CRM software

Description du poste

About Edgematics

Edgematics is a global data and AI consulting company empowering Fortune 500 enterprises across the Middle East, Europe, the UK, North America, and India to unlock the true value of their data.Through our advanced platforms — PurpleCube AI (Data Orchestration & Analytics) and Axoma (Agentic AI) — we help organizations accelerate data modernization, governance, and AI adoption at scale.Our mission is to transform raw data into actionable intelligence through world‑class engineering, innovation, and deep domain expertise.

Job Description

The Data and AI Sales Specialist will own the Edgematics Data and AI business across North America. The role carries a revenue target and is accountable for building qualified pipeline, progressing opportunities, and closing business across product licenses, professional services, support, and managed services. The specialist will create direct opportunities and serve as the commercial bridge for opportunities introduced by Strategic partner sales teams. For each accepted partner opportunity, the specialist will lead Data and AI qualifications, value development, pre‑sales coordination, proposal strategy, commercial progression, and closure while working with the partner account owner on the wider customer relationship.

Candidate profile

This role is suited to an enterprise sales professional who can combine market development with disciplined deal execution. The successful candidate will be able to:

• Sell complex Data and AI solutions by linking technical capabilities to measurable customer outcomes.
• Create new opportunities through direct prospecting, executive relationships, industry networks, marketing activity, and partner collaboration.
• Take ownership of opportunities from first qualification through contract signature and transition to delivery.
• Work effectively with Partner account teams, Edgematics pre‑sales specialists, delivery leaders, technology partners, and executive sponsors.

Market and solution scope

The role covers the full Edgematics Data and AI portfolio, including PurpleCube AI, Axoma, data engineering and governance, data platform modernization, analytics and business intelligence, artificial intelligence and machine learning, Agentic AI, data strategy, professional consulting, support, and managed services. The specialist will focus on enterprise accounts where Edgematics can establish, expand, or modernize a strategic Data and AI capability.

Primary responsibilities

Territory and account leadership

• Develop and maintain a North America territory plan that identifies priority industries, named accounts, whitespace, routes to market, target propositions, and expected revenue by quarter.
• Build account plans for strategically important customers and prospects, including executive relationships, customer priorities, competitive position, opportunity map, and expansion path.
• Own the Data and AI revenue target for the territory and maintain a minimum operating benchmark of 2.5-3X qualified pipeline coverage against the relevant target period.
• Prioritize accounts where Edgematics has a credible path to executive access, funded business need, differentiated capability, and delivery capacity.

Direct opportunity creation

• Generate self-sourced pipeline through targeted prospecting, executive outreach, customer referrals, industry events, campaigns, alliances, and existing Edgematics relationships.
• Work with marketing to define account-based campaigns, executive roundtables, proposition content, and follow-up plans that create qualified meetings and opportunities.
• Position the complete portfolio and identify land‑and-expand paths from initial advisory or platform work into implementation, support, and managed services.

Partner opportunity leadership

• Act as the single Data and AI sales contact for opportunities introduced by Partner sales teams in North America.
• Acknowledge, assess, and qualify partner opportunities promptly, confirming customer context, relationship owner, need, stakeholders, expected value, timing, and next action.
• Agree a joint pursuit plan with the Partner account owner, including meeting ownership, customer messaging, responsibilities, decision dates, and commercial route.
• Lead the specialist sales cycle and maintain transparent status, risks, actions, and forecast recommendations in the company CRM.
• Protect the wider account relationship while retaining full accountability for progressing and closing the Data and AI opportunity.

Opportunity qualification and sales execution

• Map the economic buyer, business decision maker, technical decision maker, sponsor, coach, gatekeepers, project owner, procurement, legal, and other relevant stakeholders.
• Develop the customer value hypothesis and quantify expected outcomes such as revenue growth, productivity, cost reduction, risk reduction, regulatory compliance, or faster decision making.
• Progress opportunities through discovery, qualification, solution validation, proposal, negotiation, Commit, close, and delivery handoff, with clear evidence for each stage transition.
• Create and manage a mutual action plan covering evaluation, solution validation, security, procurement, legal, statement of work, approvals, and signature.
• Manage multiple opportunities concurrently, remove obstacles, maintain deal momentum, and preserve commercial quality through negotiation and close.

Pre sales and solution orchestration

• Translate customer priorities into a clear brief for pre‑sales, value engineering, product, delivery, and technology partner teams.
• Confirm the business case, solution scope, architecture assumptions, delivery model, acceptance criteria, dependencies, resource requirements, and commercial structure before proposal submission.
• Coordinate demonstrations, workshops, discovery sessions, proof of concept activities, proposals, statements of work, and executive presentations.
• Ensure that the proposed solution is differentiated, deliverable, commercially viable, and supported by appropriate customer and internal resources.

Customer and commercial accountability

• Build trusted relationships with C-level executives, business leaders, data and technology executives, procurement teams, and delivery stakeholders.
• Represent Edgematics value clearly in executive conversations, demonstrations, proposals, commercial negotiations, and partner meetings.
• Meet approved pricing, margin, contracting, and risk parameters, secure internal approvals early enough to protect the customer timeline, and remain commercially engaged through delivery handoff, adoption, renewal, and expansion planning.

Experience and qualifications

• 7-10 years of successful quota carrying enterprise sales experience, including at least five years selling Data, Analytics, Artificial Intelligence, enterprise software, SaaS, or related professional services.
• Demonstrated knowledge of the North America enterprise market and a record of developing opportunities with large, complex customers.
• Consistent quota attainment and experience creating pipeline rather than relying only on assigned leads or existing accounts.
• Proven ability to sell a combination of software licenses or subscriptions, consulting, implementation, support, and managed services.
• Experience working with regional account teams, alliance partners, systems integrators, technology vendors, and distributed pre‑sales and delivery teams.
• Strong executive communication, discovery, presentation, proposal, negotiation, and closing skills.
• Ability to explain technical concepts and business solutions clearly to both executive and technical audiences.
• Experience with disciplined qualification, CRM management, account planning, opportunity management, and forecast inspection.
• Bachelor's degree or equivalent relevant professional experience preferred.
• Willingness to travel within North America and internationally when required for customer and company priorities.

Preferred experience

• Enterprise data platform, analytics, cloud data, data governance, data integration, machine learning, generative AI, or Agentic AI sales.
• Experience selling into one or more Edgematics focus industries, including telecom, banking and financial services, healthcare, retail, aviation, logistics, or technology.
• Familiarity with data and cloud ecosystems such as Qlik, Informatica, Snowflake, Cloudera, or comparable platforms.

Leadership behaviours

• Takes responsibility for the territory number, opportunity quality, customer commitments, and internal follow through.
• Balances growth, margin, risk, customer value, and delivery feasibility when shaping a deal.
• Works transparently with Partner account teams and Edgematics specialists, shares credit, and resolves ownership issues quickly.
• Listens carefully, challenges constructively, and connects the proposed solution to outcomes the customer values.
• Maintains accurate CRM data, prepares for reviews, follows agreed methodology, and acts on commitments.
• Builds fluency across the Data and AI portfolio and stays current with customer priorities, market changes, and competitors.

What Edgematics offers

This is an opportunity to build a strategic Data and AI business in a high-growth, multinational environment. The successful candidate will have access to experienced sales leadership, specialist pre‑sales capability, delivery expertise, proprietary platforms, and the wider Partner account network. The role offers significant scope to shape the North America territory and develop into broader sales leadership as the business grows.