Regional Enterprise Sales Leader, UAE (Government & Enterprise)

Black Duck; United Arab Emirates; On-site; AED 450,000 - 600,000; Full time

Job summary

Black Duck Software, Inc. in the United Arab Emirates seeks a Senior Enterprise Account Manager to drive UAE commercial growth from Dubai or Abu Dhabi.

You will win strategic enterprise and government accounts, translate priorities into compelling business cases, and shape our local go-to-market with close collaboration among the UAE Sales, Presales and Channel teams. You’ll manage complex, multi-stakeholder deals, apply MEDDPICC, and maintain forecasts in Salesforce and Clari.

Qualifications

• Significant UAE enterprise software or cybersecurity sales experience with a track record of meeting or exceeding targets.
• Experience selling complex solutions to large enterprise, government or sovereign-related organizations.
• Established UAE market credibility and understanding of local buying processes and partner ecosystems.
• Confidence engaging at C-level, strong commercial judgment and negotiation skills.
• Familiarity with application security, DevSecOps, software supply chain risk, open source or adjacent technology areas.
• Experience with structured enterprise sales methodologies and forecasting tools such as Salesforce and Clari.
• Collaborative, entrepreneurial approach with autonomy and accountability.
• Excellent written, verbal and presentation skills in English; Arabic language capability is a strong advantage.

Responsibilities

• Own the UAE commercial strategy and deliver against bookings, revenue, pipeline and growth objectives.
• Win new enterprise and government customers while expanding a focused portfolio of strategic accounts.
• Build relationships with CISOs, CIOs, CTOs and senior business leaders, translating customer priorities into compelling business cases.
• Lead complex sales cycles from prospecting and qualification through technical validation, negotiation, procurement and close.
• Partner with Presales and Channel to develop account strategies, deliver evaluations and build joint pipeline with resellers, system integrators and technology partners.
• Coordinate Customer Success, Professional Services, Marketing and executive resources around priority opportunities.
• Apply MEDDPICC or an equivalent methodology, maintain accurate Salesforce and Clari records, and deliver disciplined forecasting and deal-risk management.

Skills

Enterprise software sales

Cybersecurity sales

C-level engagement

Forecasting

Negotiation

Strategic account management

Go-to-market strategy

MEDDPICC

Salesforce

Clari

Tools

Salesforce

Clari

Job description

Black Duck Software, Inc. in the United Arab Emirates seeks a Senior Enterprise Account Manager to drive UAE commercial growth from Dubai or Abu Dhabi.

You will win strategic enterprise and government accounts, translate priorities into compelling business cases, and shape our local go-to-market with close collaboration among the UAE Sales, Presales and Channel teams. You’ll manage complex, multi-stakeholder deals, apply MEDDPICC, and maintain forecasts in Salesforce and Clari.