Sales Manager Enterprise Security and Technology Services

A&O IT Group; Dubai; On-site; AED 1,100,000 - 1,800,000; Full time

Job summary

A&O IT Group in the UAE seeks an experienced enterprise salesperson to drive revenue across security and technology services, combining direct enterprise selling with channel-led motions and engaging C-suite stakeholders. You will own end-to-end sales from territory planning to successful handover to delivery, coordinating with presales and partner teams to win strategic accounts.

Based in the UAE, you will navigate tenders and multi-year contracts, build executive relationships, manage complex

Qualifications

• 710 years enterprise sales experience in cybersecurity and/or technology services within the UAE market.
• Demonstrable success meeting/exceeding annual quotas and managing complex multistakeholder deals (> $13M 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.

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; run discovery solution shaping and ROI narratives with senior stakeholders.
• Channel & Alliances: Recruit enable and co sell with key partners drive deal registration joint go to market and partner-led pipeline.
• Stakeholder & Procurement Engagement: Build trusted advisor relationships with Csuite security leaders IT operations and procurement/commercial teams.
• Opportunity Management & Forecasting: Apply structured qualification and maintain CRM hygiene; Own pricing proposals and bids.
• Growth & Customer Success: Land expand and renew multiyear service contracts; conduct QBRs/EBRs with clients and partners.

Skills

Enterprise sales

Channel partnerships

Executive stakeholder management

CRM Dynamics 365

Negotiation

Territory planning

Projection & forecasting

Tools

Microsoft Dynamics 365

Job description

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 cyclefrom territory planning and pipeline generation to solution shaping commercial negotiation and successful handover to deliverywhile 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 Csuite 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 multiyear service contracts; identify crosssell/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 Youll 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/SDWAN endpoint protection/EDR migration & modernization integration & managed services.

Required Qualifications

• 710 years enterprise sales experience in cybersecurity and/or technology services within the UAE market.
• Demonstrable success meeting/exceeding annual quotas and managing complex multistakeholder deals (>$13M 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 Exchanges 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.