Sales Manager (ICT Solutions for Government/Defense & Security)

Tanqeeb; Abu Dhabi; On-site; AED 300,000 - 540,000; Full time

Job summary

Tanqeeb is seeking a Sales Manager for ICT solutions targeting Government, Defense and Security in Abu Dhabi. You will lead business development, account management and the full sales cycle from lead generation to contract award, while protecting margins and compliance.

The role requires building senior relationships with federal entities, MOD and strategic accounts, coordinating with presales and procurement, and delivering compliant proposals and tender responses.

Qualifications

• 8–10 years of B2B/B2G IT and communications sales experience.
• 5–7 years selling to UAE government, defense or security customers.
• Experience with OEM/distributor channels and deal registration.
• Familiarity with UAE procurement and tender processes.

Responsibilities

• Lead development of sales strategy for government, defense and security accounts.
• Manage full sales cycle from lead generation to contract execution.
• Maintain senior-level relationships with government and defense customers.
• Coordinate with presales, project management and procurement to prepare proposals.
• Maintain accurate pipeline and forecast in CRM.

Skills

B2B/B2G sales

Strategic account management

Government/Defense sales

Job description

Job description

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

Key Responsibilities

• 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

• 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.