Sales Manager – Enterprise Security, Technology Services

• 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 security and technology services
• 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 technical, presales, and marketing resources
• Build trusted advisor relationships with C-suite, security leaders, IT operations, and procurement/commercial teams
• Navigate UAE procurement processes, including tenders, RFPs, RFIs, vendor pre-qualification, and contract reviews
• Coordinate internal legal, finance, and delivery approvals
• Apply structured qualification methods such as MEDDICC, SPIN, and Challenger
• Maintain accurate CRM hygiene in Microsoft Dynamics 365
• Own pricing, proposals, statements of work, and risk mitigation
• Drive compelling bids with presales and solution architects
• 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
• Track outcomes against success metrics and SLAs
• Drive revenue growth for A&O IT Group's security and technology services portfolio across the UAE

• 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 with CIO/CISO/CTO/Head of IT stakeholders and work closely with procurement/commercial teams through tenders and negotiations
• Solid 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
• Excellent communication, presentation, and negotiation skills
• English fluency is required
• Valid UAE work authorization required
• Based in UAE
• Arabic proficiency is a plus
• Experience selling into Retail, BFSI, energy, healthcare, and large enterprise accounts in the UAE is preferred/nice-to-have
• Familiarity with local procurement and tendering practices and data residency/compliance considerations is preferred/nice-to-have
• Technical certifications such as CISSP, CISM, CCSP, or vendor certifications are a plus
• Background working with SLA-based managed services and outcome-led engagements is preferred/nice-to-have

• Competitive base salary + commission/accelerators
• Fully remote work arrangement
• Client and partner travel across the UAE and occasional GCC trips