Senior Enterprise Account Manager

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

📋 Description

• Take ownership of the commercial strategy for the UAE, achieving targets related to bookings, revenue, pipeline, and growth.

• Acquire new enterprise and government clients while expanding a targeted portfolio of strategic accounts.

• Cultivate relationships with CISOs, CIOs, CTOs, and senior business executives, converting customer priorities into persuasive business cases.

• Manage intricate sales processes from initial prospecting and qualification through to technical validation, negotiation, procurement, and closure.

• Collaborate with Presales and Channel teams to formulate account strategies, conduct evaluations, and establish a joint pipeline with resellers, system integrators, and technology partners.

• Align Customer Success, Professional Services, Marketing, and executive resources around key opportunities.

• Utilize MEDDPICC or a similar methodology, maintain precise records in Salesforce and Clari, and provide disciplined forecasting and deal-risk management.

• Develop Black Duck's presence in the UAE market and define the local go-to-market strategy.

• Link customer security and business priorities with Black Duck's capabilities in application security, DevSecOps, open source risk, and software supply chain security.

⛳️ Requirements

• Extensive experience in UAE enterprise software or cybersecurity sales, with a proven history of achieving or surpassing targets.

• Proven success in selling complex solutions to large enterprises, government, or sovereign-related organizations, acquiring new business and expanding existing accounts.

• Established credibility in the UAE market, with strong relationships and an understanding of local purchasing processes and partner ecosystems.

• Comfort engaging with C-level executives, possessing strong commercial judgment and negotiation skills, along with experience in managing multi-stakeholder sales cycles.

• Knowledge of application security, DevSecOps, software supply chain risk, open source, or related technology fields.

• Experienced in structured enterprise sales methodologies and forecasting tools such as Salesforce and Clari, or their equivalents.

• A collaborative and entrepreneurial mindset, demonstrating the autonomy, resilience, and accountability necessary to create long-term market value.

• Exceptional written, verbal, and presentation skills in English.

• Proficiency in Arabic is a significant advantage.

🏝️ Benefits

• Dedicated local technical and channel support.

• Opportunities to collaborate with regional and global leadership.

• Chance to influence the UAE go-to-market strategy.

• Commitment to equal opportunity employment.

• Reasonable accommodations for individuals with disabilities in accordance with applicable law.