Key Account Manager | Data Centre & ICT Infrastructure

ECOSS & Co; Dubai; Hybrid; AED 500,000 - 800,000; Full time

Benefits offered by this job

Performance bonus

Medical insurance

Job summary

ECOSS & Co. is seeking a senior Key Account Manager to own the full commercial relationship across government, semi-government, and private-sector clients in the UAE.

You will manage account plans, grow the installed base, win new projects, protect margins and renew service contracts through the full data centre lifecycle. The role is hybrid, requiring experience with tenders, complex stakeholder management, and deep knowledge of ICT infrastructure and security systems.

Qualifications

• 7–10 years of quota-carrying B2B sales experience, with at least 5 years selling to UAE government or semi-government entities.
• Existing, live relationships with decision-makers in UAE federal or local government entities.
• Proven record of winning and growing large accounts in data centres, ICT infrastructure, security systems or related fields.
• Hands-on UAE government tendering experience, including e-procurement platforms, bank guarantees and government contract terms.
• Fluent Arabic and English, spoken and written.
• Strong negotiation and stakeholder skills, comfortable with a director-general and a site engineer on the same day.
• Disciplined use of CRM, forecasting and reporting.
• Bachelor's degree in Business, Engineering, IT or related field

Responsibilities

• Carry revenue, gross margin and growth targets for your named accounts.
• Build written account plans: decision-makers, budget cycles, installed base, opportunities, risks and 12-24 month actions.
• Map and work the full buying centre, from director-general and C-level to procurement, finance and site technical teams.
• Generate and qualify opportunities: expansions, tech refresh, new sites, DR, edge and modular deployments, AI and high-density capacity, service contracts.
• Lead the commercial side of tenders, RFPs and direct proposals: bid/no-bid, pricing, compliance, submission and clarifications.
• Protect and grow the installed base, including AMC renewals, scope extensions and additional sites.
• Keep CRM, pipeline and forecast data accurate; own collections follow-up with Finance.
• Represent the company at industry events, forums and exhibitions.

Skills

Quota-carrying B2B sales

Government & semi-government sales UAE

Negotiation & stakeholder management

Forecasting & reporting

Relationship building with decision‑m‑

Education

Bachelor's degree in Business/Engineering/IT

Tools

CRM software

E-procurement platforms

Job description

ECOSS & Co is partnering with a leading private provider of integrated data centre and ICT infrastructure solutions across the Middle East. Our client designs, builds, operates and maintains mission-critical facilities for government and semi-government entities and Fortune 500 companies, and is expanding its UAE operations.

THE OPPORTUNITY

This is a unique, hybrid role. Our client is looking for a senior Key Account Manager who can work with equal confidence across government, semi-government and private-sector clients, from ministries, authorities and defence and security entities to government-related enterprises and large corporates.

You will own the full commercial relationship for your key accounts. That means account planning, growing the installed base, winning new projects, protecting margin and keeping service contracts renewed. You will sell across the whole data centre lifecycle: turnkey design and build, modular and containerised data centres, maintenance and lifecycle services (AMC), and ELV and security systems.

KEY RESPONSIBILITIES

• Carry revenue, gross margin and growth targets for your named accounts
• Build written account plans: decision-makers, budget cycles, installed base, opportunities, risks and 12-24 month actions
• Map and work the full buying centre, from director-general and C-level to procurement, finance and site technical teams
• Generate and qualify opportunities: expansions, tech refresh, new sites, DR, edge and modular deployments, AI and high-density capacity, service contracts
• Lead the commercial side of tenders, RFPs and direct proposals: bid/no-bid, pricing, compliance, submission and clarifications
• Negoti-?
• Protect and grow the installed base, including AMC renewals, scope extensions and additional sites
• Keep CRM, pipeline and forecast data accurate; own collections follow-up with Finance
• Represent the company at industry events, forums and exhibitions

WHAT YOU MUST HAVE

• 7-10 years of quota-carrying B2B sales experience, with at least 5 years selling to UAE government or semi-government entities
• Existing, live relationships with decision-makers in UAE federal or local government entities
• A proven record of winning and growing large accounts in data centres, ICT infrastructure, critical power and cooling, security systems or a related field
• Hands-on UAE government tendering experience, including e-procurement platforms, bank guarantees and government contract terms
• Fluent Arabic and English, spoken and written
• Strong negotiation and stakeholder skills, comfortable with a director-general and a site engineer on the same day
• Disciplined use of CRM, forecasting and reporting
• Bachelor's degree in Business, Engineering, IT or a related field

NICE TO HAVE

• Experience with ministries of interior, defence, police or other security-sector clients, including security clearance processes
• Understanding of data centre design, modular and containerised data centres, and Tier standards
• Familiarity with UAE compliance frameworks for critical infrastructure: information security, data sovereignty, in-country value (ICV)
• Experience selling long-term service contracts (AMC, managed services) alongside capital projects
• Sales methodology training such as Miller Heiman, Challenger or SPIN

YOU MAY CURRENTLY BE A...

Key Account Manager, Business Development Manager, Sales Manager, Enterprise Account Manager, Client Partner or Sector Lead. If you carry a quota and have won business with government and semi-government entities as well as private clients, we want to hear from you.

WHAT'S ON OFFER

• Attractive package with performance bonus
• Medical insurance
• Exposure to regional and global digital infrastructure projects
• Clear career progression in a fast-growing company