Sales Manager - Enterprise Security and Technology Services

A&O IT Group; United Arab Emirates; On-site; AED 300,000 - 540,000; Full time

Job summary

A&O IT Group invites an experienced enterprise salesperson to drive revenue growth for security and technology services across the UAE. You will own end-to-end sales from territory planning to deal shaping and successful handover to delivery, while collaborating with presales, delivery and partner teams.

You will build trusted relationships with CIO/CISO/CTO and senior stakeholders, manage complex multi-stakeholder deals, and navigate tendering processes to win multimillion‑dirham contracts.

Qualifications

• 7–10 years enterprise sales experience in cybersecurity and/or technology services within the UAE market.
• 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 with procurement/commercial through tenders and negotiations.
• Arabic proficiency is a plus; English fluency is required.

Responsibilities

• Territory plan development and account ownership for UAE enterprise and strategic accounts; build multi-threaded executive relationships.
• Lead complex sales cycles for professional and managed services, including advisory, assessments, and implementation.
• Recruit, enable, and co-sell with partners; drive joint GTM and partner-led pipeline.
• Engage procurement; navigate tenders, RFPs, RFIs, pre-qualifications and internal approvals.

Skills

Enterprise sales

Channel sales

Forecasting

Negotiation

Solution selling

Arabic (advantage)

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 cycle from territory planning and pipeline generation to solution shaping commercial negotiation and successful handover to delivery while collaborating with presales delivery and partner teams to win and grow strategic accounts

Key Responsibilities

• Territory amp 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 amp identity security Run discovery solution shaping value articulation and ROI TCO narratives with senior client stakeholders
• Channel amp 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 amp Procurement Engagement Build trusted advisor relationships with C suite 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 amp 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 amp Customer Success Land expand and renew multi year service contracts identify cross sell 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 You ll Sell

• Security Services Advisory amp assessments GRC SOC MSSP SIEM XDR incident response threat intelligence identity IAM PAM zero trust data protection DLP OTICS security
• Technology Services Cloud security Azure AWS network management SASE SD WAN endpoint protection EDR migration amp modernization integration amp managed services

Required Qualifications

• 7 10 years enterprise sales experience in cybersecurity and or technology services within the UAE market Demonstrable success meeting exceeding annual quotas and managing complex multi stakeholder deals 1 3M 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 amp 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
• 7 10+ years enterprise sales experience in cybersecurity and/or technology services within the UAE market. Demonstrable success meeting/exceeding annual quotas and managing complex, multi stakeholder deals ( $1 3M 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

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 amp credibility with C-level stakeholders Partner ecosystem development amp co selling Consultative selling value articulation business case ROI Commercial acumen amp negotiation pricing T amp Cs SOWs Opportunity strategy multi-threading and orchestration Forecast accuracy amp disciplined pipeline management Collaboration with presales delivery legal and finance
• Travel amp Work Authorization Based in UAE with client and partner travel across the country and occasional GCC trips Valid UAE work authorization required