Senior Enterprise Account Executive

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

📋 Description

• Manage executive relationships and take responsibility for strategic accounts within the UAE Government, ensuring growth, satisfaction, and enduring partnerships.

• Secure new government accounts and enhance existing ones through proactive outreach, value-driven proposals, as well as cross-selling and upselling strategies.

• Interact with senior stakeholders (CIO/CISO, DGs, program directors, procurement) in both Arabic and English, establishing Sophos as a reliable cybersecurity partner.

• Oversee the complete public sector sales cycle, including qualification, solution development, business case creation, negotiation, and closure, while coordinating with pre-sales, product, marketing, customer success, and support teams.

• Conduct thorough account planning and execution: whitespace analysis, stakeholder mapping, pursuit strategy, and targeted campaigns/pilots to drive adoption.

• Achieve quarterly revenue targets through disciplined pipeline management and governance, maintaining CRM hygiene (Salesforce, Clari, Power BI), and providing accurate forecasting.

• Utilize the MEDDPICC methodology to navigate complex public-sector opportunities, ensuring disciplined qualification, structured deal progression, executive alignment, and regular opportunity reviews with sales leadership to enhance win rates and forecast accuracy.

• Foster partner-led growth by collaborating with public-sector-focused distributors, systems integrators, and key resellers on joint account strategies, deal registrations, frameworks, and field events.

• Manage participation in government tenders (RFI/RFQ/RFP/ITQ): oversee requirements, compliance/eligibility, documentation in Arabic/English, pricing strategies, and internal approvals.

• Cover territory and travel within the country: implement field plans across all Emirates, with regular onsite meetings with ministries, authorities, agencies, and state-owned enterprises.

• Govern deals and manage risks by identifying blockers and dependencies in large programs, working closely with sales leadership, finance, legal, and delivery teams to drive mitigation strategies.

• Gather market, regulatory, and competitive intelligence: monitor UAE public sector cybersecurity priorities, information assurance expectations, data residency/sovereignty requirements, and competitor activities; provide insights to product and marketing teams.

• Advocate for customer success and referenceability through effective handovers, achievement of adoption milestones, measurable value realization, and the creation of case studies/references.

⛳️ Requirements

• Bachelor’s degree in Business, Information Security, Computer Science, or a related field.

• Over 10 years of experience in quota-carrying enterprise sales, with at least 5 years focused on selling to UAE Government entities (federal and emirate-level authorities, SOEs/GCEs).

• Proven track record of closing complex, high-value cybersecurity or enterprise technology deals in the public sector.

• In-depth knowledge of UAE government procurement and tender processes, including RFI/RFQ/RFP, framework agreements, vendor registration, compliance, and evaluation criteria.

• Demonstrated success in strategic account planning, engaging senior stakeholders, and employing value-based solution selling within the public sector.

• Expertise across various cybersecurity domains: Managed/Advisory Services, MDR/XDR, Endpoint Protection (EPP), Firewall, Cloud Security, and Zero-Trust architectures (along with related governance/assurance considerations).

• Proficient with Salesforce, Clari, and Power BI for effective pipeline management and accurate forecasting.

• Exceptional communication, negotiation, and executive presentation abilities.

• Strong consultative approach and customer-value mindset; adept at building long-term relationships.

• Fluency in both Arabic and English (mandatory) to conduct executive meetings and manage tender/commercial documentation.

• Willingness and capability to travel extensively across the UAE for high-touch field engagements.

• Channel fluency: experience collaborating with public-sector distributors, leading systems integrators, and executing joint sales initiatives.

🏝️ Benefits

• Sophos operates under a remote-first working model.

• Global employee sustainability initiatives aimed at reducing our environmental impact.

• Engaging global fitness and trivia competitions to keep our bodies and minds active.

• Global wellbeing days for employees to unwind and recharge.

• Monthly wellbeing webinars and training sessions to support employee health and wellness.