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.
Key Responsibilities
- Territory & Account Ownership
- 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.
- Direct Enterprise Sales
- 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.
- Channel & Alliances
- 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.
- Stakeholder & Procurement Engagement
- 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).
- Opportunity Management & Forecasting
- 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.
- Growth & Customer Success
- 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; understanding of service delivery models and commercials.
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. A&O IT Group is 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.
