Sales Manager – Enterprise Security, Technology Services
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Job Description
Sales Manager for A&O IT Group driving revenue growth in UAE. Handling enterprise and strategic accounts in cybersecurity and technology services with C-level engagement.
Responsibilities:
- Develop and execute a territory plan for UAE enterprise and strategic accounts; map white space, key stakeholders, and buying centers.
- Build and manage a healthy pipeline aligned to quarterly and annual targets; create multi-threaded executive relationships.
- Lead complex sales cycles for professional and managed services (e.g., advisory/assessments, implementation, managed XDR/SIEM, cloud & identity security).
- Run discovery, solution shaping, value articulation, and ROI/TCO narratives with senior client stakeholders.
- Recruit, enable, and co-sell with key partners, drive deal registration, joint go to market, and partner-led pipeline.
- Build trusted advisor relationships with C-suite, security leaders, IT operations, and procurement/commercial teams.
- Navigate UAE procurement processes (tenders/RFPs/RFIs, vendor pre-qualification, contract reviews) and coordinate internal approvals (legal, finance, delivery).
- Own pricing, proposals, SoWs, and risk mitigation; drive compelling bids with presales and solution architects.
- Land, expand, and renew multi‑year service contracts; identify cross‑sell/upsell motions across security, cloud, network, data, and compliance services.
- Conduct QBRs/EBRs with clients and partners; track outcomes against success metrics and SLAs.
Requirements:
- 7–10+ years enterprise sales experience in cybersecurity and/or technology services within the UAE market.
- Demonstrable success meeting/exceeding annual quotas and managing complex, multi‑stakeholder deals (>$1–3M TCV typical).
- Strong experience in both direct enterprise sales and channel-led motions (SIs/VARs/distributors/hyperscalers).
- Proven ability to build executive relationships (CIO/CISO/CTO/Head of IT) and work closely with procurement/commercial through tenders and negotiations.
- Solid understanding of enterprise security domains: SOC/MSSP, SIEM/XDR, IAM/PAM, cloud security, network & data protection, zero trust, GRC/assurance.
- Proficient in CRM (Microsoft Dynamics 365), pipeline management, forecasting, and structured qualification.
- Excellent communication, presentation, and negotiation skills; Arabic proficiency is a plus, English fluency is required.
Benefits:
- Competitive base salary + commission/accelerators
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