Sales Manager - Enterprise Security and Technology Services

A&O IT Group

Dubai, UAE

Full Time

Senior

Field

1 weeks ago

Enterprise SalesCybersecurityChannel SalesC level Relationship BuildingConsultative SellingCRM

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Enterprise SalesCybersecurityChannel Sales

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About the Role

A&O IT Group is seeking an experienced enterprise salesperson to drive revenue growth for security and technology services in the UAE. The role combines direct enterprise selling with channel-led motions, building C-level relationships and navigating complex procurement processes.

Key Skills for This Role

Enterprise SalesCybersecurityChannel SalesC level Relationship BuildingConsultative SellingCRM

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
Orchestrate partner resources (technical, presales, marketing) to accelerate opportunities and expand reach
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
Apply structured qualification (e.g., MEDDICC, SPIN, Challenger) and maintain accurate CRM hygiene (Dynamics 365)
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

Full Job Posting

Role Overview

We are seeking an experienced enterprise salesperson to drive revenue growth for our security and technology services portfolio across the UAE.
This role combines direct enterprise selling with channel led motions, building C level relationships, and navigating complex purchasing processes.

Key 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.
Orchestrate partner resources (technical, presales, marketing) to accelerate opportunities and expand reach.
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.
Apply structured qualification (e.g., MEDDICC, SPIN, Challenger) and maintain accurate CRM hygiene (Dynamics 365).
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.

What You’ll Sell

Security Services: Advisory & assessments, GRC, SOC/MSSP, SIEM/XDR, incident response, threat intelligence, identity/IAM/PAM, zero trust, data protection/DLP, OT/ICS security.
Technology Services: Cloud security (Azure/AWS), network management, SASE/SD‑WAN, endpoint protection/EDR, migration & modernization, integration & managed services.

Required Qualifications

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.

Preferred / Nice to Have

Experience selling into Retail, BFSI, energy, healthcare, and large enterprise accounts in the UAE.
Familiarity with local procurement and tendering practices and data residency/compliance considerations.
Any technical Certifications are a plus: CISSP, CISM, CCSP, or vendor certs (e.g., Microsoft, Palo Alto, Cisco, Fortinet).
Background working with managed services (SLA based) and outcome led engagements.

Core Competencies

Executive presence & credibility with C level stakeholders.
Partner ecosystem development & co selling.
Consultative selling, value articulation, business case/ROI.
Commercial acumen & negotiation (pricing/T&Cs/SOWs).
Opportunity strategy, multi threading, and orchestration.
Forecast accuracy & disciplined pipeline management.
Collaboration with presales, delivery, legal, and finance.

Travel & Work Authorization

Based in UAE with client and partner travel across the country and occasional GCC trips.
Valid UAE work authorization required.

Compensation

Competitive base salary + commission/accelerators.

ABOUT US

A&O IT Group is an award winning, fast growth, global IT services and cyber security consultancy operating in over 130 countries.
Proud to sit within the Stock Exchange's Top 1000 most inspirational companies in the UK.

OUR VALUES

Our team prides itself on our core values and commitment to doing the basics brilliantly.
If you too strive to engage & delight, we would love to hear from you.

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