Strategic Government & Defense ICT Sales Leader

MAKAMIN RECRUITMENT

Abu Dhabi

On-site

AED 350,000 - 550,000

Full time

11 hours ago

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Job summary

MAKAMIN RECRUITMENT is seeking an experienced Sales Manager to grow government and defense ICT business in the UAE. You will lead strategy, win opportunities, and manage key accounts with UAE government and MOD customers.

The role demands deep knowledge of UAE procurement, strong relationships, and hands-on experience navigating OEM and distributor channels to structure compelling bids. Fluency in English; Arabic preferred.

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.
Excellent written and verbal English; Arabic proficiency strongly preferred.

Responsibilities

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.
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.
Engage OEMs and authorized distributors to secure deal registration, special pricing, technical support and delivery commitments.
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.
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.