Sales Manager

MAKAMIN RECRUITMENT; Abu Dhabi; On-site; AED 420,000 - 620,000; Full time

Job summary

MAKAMIN RECRUITMENT is seeking an experienced Sales Manager to drive growth in government and defense ICT for a prestigious client in Abu Dhabi. The role requires a proven track record of winning UAE government and defense ICT business, and strong relationships across the Abu Dhabi public sector.

You will lead end-to-end sales processes from lead generation to bid submissions, engage OEMs and distributors, and maintain a robust pipeline. Fluency in English and Arabic preferred.

Qualifications

• 8–10 years of B2B/B2G IT and communications sales experience.
• 5–7 years selling to UAE government, defense customers.
• Experience managing strategic/key accounts in UAE.
• Experience working through OEM and distributor channels.
• Familiarity with enterprise networking, security, data centre, UC or related ICT areas.
• Excellent written and verbal English; Arabic proficiency preferred.

Responsibilities

• Develop and execute the sales strategy and business development plan for government, defense and security accounts.
• Identify, qualify and pursue new opportunities across federal entities, MOD and strategic accounts.
• Build and maintain senior-level relationships with government and defense customers, end users, procurement authorities and project stakeholders.
• Act as the primary commercial point of contact for assigned accounts and managing key account plans.
• Own the full sales cycle: lead generation, qualification, solution scoping, proposal, tender response, negotiation and contract execution.
• Prepare and submit commercial proposals, quotations, tender submissions and technical/commercial responses with presales/project management/procurement.
• Negotiate commercial terms while protecting margin, cash flow and risk.
• Maintain an accurate pipeline and forecast in CRM and report on pipeline health.
• Engage OEMs and distributors to secure deal registrations, pricing, technical support and delivery commitments.
• Coordinate partners and subcontractors on primed projects ensuring scope, pricing, timelines and terms are aligned.
• Maintain awareness of OEM partner programmes and ensure opportunities preserve authorizations and incentives.
• Conduct market intelligence and competitor analysis to identify opportunities, pricing trends and risks.
• Represent the company at industry exhibitions, conferences, and customer meetings.
• Ensure all sales activity complies with UAE law, government and MOD procurement requirements.

Skills

B2B/B2G sales

Government/defense sales

Negotiation skills

English proficiency

Education

Bachelor's degree in Engineering/IT/Business

Job description

Our prestigious client is seeking an experienced, results-driven Sales Manager to grow their government and defense business.

We're looking for a candidate with a proven track record of winning ICT business with UAE government and defense customers, established relationships across the Abu Dhabi public sector, and hands-on experience working through OEM and distributor channels to structure competitive, deliverable proposals.

Key Responsibilities

Business development and account management

• Develop and execute the sales strategy and business development plan for government, defense and security accounts.
• Identify, qualify and pursue new opportunities across federal entities, MOD and strategic accounts.
• Build and maintain senior-level relationships with government and defense customers, end users, procurement authorities and project stakeholders.
• Act as the primary commercial point of contact for assigned accounts and managing key account plans.

Opportunity and bid management

• Own the full sales cycle: lead generation, qualification, solution scoping, proposal and RFQ/tender response, negotiation, award, contract execution and post-delivery follow-up.
• Prepare and submit commercial proposals, quotations, tender submissions and technical/commercial responses in coordination with presales, project management and procurement teams.
• Negotiate commercial terms and contract conditions while protecting company margin, cash flow and risk position.
• Maintain an accurate pipeline and forecast in the company CRM and report on pipeline health, win/loss and forecast accuracy.

OEM, distributor and partner engagement

• Engage OEMs and authorized distributors to secure deal registration, special pricing, technical support and delivery commitments for opportunities.
• Coordinate implementation partners and subcontractors on primed projects, ensuring scope, pricing, timelines and commercial terms are aligned before submission.
• Maintain awareness of relevant OEM partner programmes and ensure opportunities are structured to preserve authorizations, incentives and support entitlements.

Market and compliance

• Conduct market intelligence and competitor analysis to identify opportunities, pricing trends and risks.
• Represent the company at industry exhibitions, conferences, customer meetings and OEM events.
• Ensure all sales activity complies with UAE law, government and MOD procurement requirements, export-control and end-user obligations, OEM authorization terms, company policies and contractual commitments.

Requirements

Experience

• Overall 8–10 years of B2B/B2G sales experience in IT and communications technology, with at least 5-7 years selling to UAE government, defense, or security customers.
• Experience managing strategic/key accounts in the UAE, ideally within Abu Dhabi federal and MOD entities.
• Working knowledge of UAE government and MOD procurement processes, tender mechanics and contract structures.
• Experience working through OEM and distributor channels, including deal registration, partner pricing and programme requirements.
• Familiarity with enterprise networking, security, data centre, unified communications or related ICT solution areas.

Skills and attributes

• Strong commercial acumen: able to understand customer requirements and translate them into deliverable, competitively priced solutions.
• Confident negotiator with sound judgement on margin, risk and contractual exposure.
• Organized, disciplined in pipeline management and comfortable coordinating multiple internal and external parties on a single bid.
• Excellent written and verbal English; Arabic proficiency is strongly preferred given the customer base.

Qualifications

• Bachelor's degree in Engineering, Information Technology, Business Administration or a related discipline
• Eligible to obtain the security clearances and site-access approvals required for work with UAE government and military entities.