Sales Manager - Enterprise Security and Technology Services

A&O IT Group

5d•Onsite

About The Position

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 (system integrators, VARs, distributors, hyperscalers), building trusted relationships with C-level and senior stakeholders (CIO/CISO/CTO/Head of IT), and partnering closely with procurement and commercial teams to successfully navigate complex purchasing processes, tenders, and multiyear service contracts. You will own the end to end sales cycle—from territory planning and pipeline generation to solution shaping, commercial negotiation, and successful handover to delivery—while collaborating with presales, delivery, and partner teams to win and grow strategic accounts.

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

Nice To Haves

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; understanding of service delivery models and commercials.

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 (legal, finance, delivery).
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.