Sales Manager

NADIA Recruitment & Management Consultants; Abu Dhabi; On-site; AED 240,000 - 480,000; Full time

Job summary

NADIA Recruitment & Management Consultants seeks a Sales Manager (ICT Solutions for Government/Defense & Security) to lead business development and account management in Abu Dhabi. You will drive strategy, identify opportunities, and close complex bids with government and MOD partners.

Responsibilities include owning the full sales cycle from lead gen to contract execution, and coordinating with presales, procurement, and partners to protect margins and achieve pipeline targets in the UAE market.

Qualifications

• 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.

Responsibilities

• Develop and execute the sales strategy and business development plan for government, defense and security accounts.
• Own the full sales cycle: lead generation, qualification, proposal and tender response, negotiation and contract execution.
• Engage OEMs and authorized distributors to secure deal registrations, pricing and delivery commitments.
• Represent the company at industry events and manage market intelligence, pricing trends and risk within UAE.

Skills

B2B/B2G sales

UAE government sales

Strategic accounts

OEM & distributor engagement

CRM usage

Tools

CRM

Job description

Job Summary

One of our clients in Abu Dhabi is looking for Sales Manager (ICT Solutions for Government/Defense & Security).

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

• 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.