Senior Enterprise Account Manager

Black Duck; United Arab Emirates; Sur place; AED 450 000 - 600 000; Plein temps

Résumé du poste

Black Duck Software, Inc. in the United Arab Emirates seeks a Senior Enterprise Account Manager to drive UAE commercial growth from Dubai or Abu Dhabi.

You will win strategic enterprise and government accounts, translate priorities into compelling business cases, and shape our local go-to-market with close collaboration among the UAE Sales, Presales and Channel teams. You’ll manage complex, multi-stakeholder deals, apply MEDDPICC, and maintain forecasts in Salesforce and Clari.

Qualifications

• Significant UAE enterprise software or cybersecurity sales experience with a track record of meeting or exceeding targets.
• Experience selling complex solutions to large enterprise, government or sovereign-related organizations.
• Established UAE market credibility and understanding of local buying processes and partner ecosystems.
• Confidence engaging at C-level, strong commercial judgment and negotiation skills.
• Familiarity with application security, DevSecOps, software supply chain risk, open source or adjacent technology areas.
• Experience with structured enterprise sales methodologies and forecasting tools such as Salesforce and Clari.
• Collaborative, entrepreneurial approach with autonomy and accountability.
• Excellent written, verbal and presentation skills in English; Arabic language capability is a strong advantage.

Responsabilités

• Own the UAE commercial strategy and deliver against bookings, revenue, pipeline and growth objectives.
• Win new enterprise and government customers while expanding a focused portfolio of strategic accounts.
• Build relationships with CISOs, CIOs, CTOs and senior business leaders, translating customer priorities into compelling business cases.
• Lead complex sales cycles from prospecting and qualification through technical validation, negotiation, procurement and close.
• Partner with Presales and Channel to develop account strategies, deliver evaluations and build joint pipeline with resellers, system integrators and technology partners.
• Coordinate Customer Success, Professional Services, Marketing and executive resources around priority opportunities.
• Apply MEDDPICC or an equivalent methodology, maintain accurate Salesforce and Clari records, and deliver disciplined forecasting and deal-risk management.

Connaissances

Enterprise software sales

Cybersecurity sales

C-level engagement

Forecasting

Negotiation

Strategic account management

Go-to-market strategy

MEDDPICC

Salesforce

Clari

Outils

Salesforce

Clari

Description du poste

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.

Senior Enterprise Account Manager

Location: United Arab Emirates, specifically Dubai or Abu Dhabi

Build Black Duck’s next chapter in the UAE

Ready to build a market, not just manage a territory? Black Duck is looking for a Regional Sales Manager to lead our commercial growth in the UAE.

You’ll build on an established customer base, win new strategic accounts and deepen relationships with leading enterprise, government and sovereign-related organizations. Working within a dedicated UAE team across Sales, Presales and Channel, you’ll help shape our local go-to-market strategy with meaningful autonomy and direct access to regional leadership.

As customers accelerate AI-assisted software development, you’ll connect their security and business priorities with Black Duck’s capabilities across application security, DevSecOps, open source risk and software supply chain security.

What you’ll do

• Own the UAE commercial strategy and deliver against bookings, revenue, pipeline and growth objectives.
• Win new enterprise and government customers while expanding a focused portfolio of strategic accounts.
• Build relationships with CISOs, CIOs, CTOs and senior business leaders, translating customer priorities into compelling business cases.
• Lead complex sales cycles from prospecting and qualification through technical validation, negotiation, procurement and close.
• Partner with Presales and Channel to develop account strategies, deliver evaluations and build joint pipeline with resellers, system integrators and technology partners.
• Coordinate Customer Success, Professional Services, Marketing and executive resources around priority opportunities.
• Apply MEDDPICC or an equivalent methodology, maintain accurate Salesforce and Clari records, and deliver disciplined forecasting and deal-risk management.

Your market:

UAE federal, Abu Dhabi and Dubai government entities; financial services and banking; energy and critical infrastructure; telecommunications; aviation, ports and transportation; sovereign technology, AI and cybersecurity organizations; sovereign wealth funds and government-owned enterprises; defense-related and security organizations where appropriate; and major private-sector enterprises.

Success means:

sustainable growth, new strategic wins, deeper customer relationships and a healthy, predictable pipeline - supported by strong collaboration across the UAE team.

What you’ll bring

• Significant UAE enterprise software or cybersecurity sales experience, with a track record of meeting or exceeding targets.
• Success selling complex solutions to large enterprise, government or sovereign-related organizations, winning new business and growing existing accounts.
• Established UAE market credibility, relationships and understanding of local buying processes and partner ecosystems.
• Confidence engaging at C-level, strong commercial judgment and negotiation skills, and experience managing multi-stakeholder sales cycles.
• Familiarity with application security, DevSecOps, software supply chain risk, open source or adjacent technology areas.
• Experience with structured enterprise sales methodologies and forecasting tools such as Salesforce and Clari, or equivalents.
• A collaborative, entrepreneurial approach, with the autonomy, resilience and accountability to build long-term market value.
• Excellent written, verbal and presentation skills in English. Arabic language capability is a strong advantage.

Why join Black Duck now?

Help shape the UAE go-to-market strategy at a time of increased focus and investment. You’ll have dedicated local technical and channel support, opportunities to work with regional and global leadership, and the chance to influence how we grow in the market.

Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.