Sales Manager – Enterprise Security, Technology Services

This is a fully remote position, open to applicants in United Arab Emirates (UAE).

📋 Description

• Develop and implement a strategic territory plan for enterprise and key accounts in the UAE.

• Identify white space, key stakeholders, and buying centers.

• Build and maintain a robust pipeline that aligns with quarterly and annual targets.

• Establish multi-threaded executive relationships.

• Lead intricate sales cycles for professional and managed security and technology services.

• Conduct discovery sessions, shape solutions, articulate value, and present ROI/TCO narratives to senior client stakeholders.

• Recruit, empower, and co-sell with essential partners.

• Promote deal registration, joint go-to-market strategies, and partner-led pipeline initiatives.

• Coordinate partner technical support, presales, and marketing resources.

• Foster trusted advisor relationships with C-suite executives, security leaders, IT operations, and procurement/commercial teams.

• Navigate UAE procurement processes, including tenders, RFPs, RFIs, vendor pre-qualification, and contract evaluations.

• Manage internal legal, finance, and delivery approvals.

• Utilize structured qualification methodologies such as MEDDICC, SPIN, and Challenger.

• Ensure accurate CRM management in Microsoft Dynamics 365.

• Oversee pricing, proposals, statements of work, and risk mitigation strategies.

• Generate compelling bids with presales and solution architects.

• Successfully land, expand, and renew multi-year service contracts.

• Identify cross-sell and upsell opportunities across security, cloud, network, data, and compliance services.

• Conduct QBRs/EBRs with clients and partners.

• Monitor outcomes against established success metrics and SLAs.

• Drive revenue growth for A&O IT Group's security and technology services portfolio throughout the UAE.

⛳️ Requirements

• 7–10+ years of enterprise sales experience in cybersecurity and/or technology services within the UAE market.

• Proven track record of meeting or exceeding annual quotas and managing complex, multi-stakeholder deals (typically >$1–3M TCV).

• Significant experience in both direct enterprise sales and channel-led motions (SIs/VARs/distributors/hyperscalers).

• Demonstrated ability to build executive relationships with CIO/CISO/CTO/Head of IT stakeholders and collaborate closely with procurement/commercial teams during tenders and negotiations.

• Strong understanding of enterprise security domains: SOC/MSSP, SIEM/XDR, IAM/PAM, cloud security, network and data protection, zero trust, GRC/assurance.

• Proficient in Microsoft Dynamics 365 CRM, pipeline management, forecasting, and structured qualification methods.

• Exceptional communication, presentation, and negotiation skills.

• Fluency in English is mandatory.

• Valid work authorization for the UAE is required.

• Must be based in the UAE.

• Proficiency in Arabic is an advantage.

• Previous experience selling to Retail, BFSI, energy, healthcare, and large enterprise accounts in the UAE is preferred/nice-to-have.

• Familiarity with local procurement and tendering practices, as well as data residency/compliance considerations, is preferred/nice-to-have.

• Technical certifications such as CISSP, CISM, CCSP, or vendor certifications are advantageous.

• A background in SLA-based managed services and outcome-led engagements is preferred/nice-to-have.

🏝️ Benefits

• Competitive base salary plus commission and accelerators.

• Fully remote work arrangement.

• Opportunities for client and partner travel across the UAE and occasional trips within the GCC.