Sales Manager – Enterprise Security, Technology Services

A&O IT Group

. Develop and execute a territory plan for UAE enterprise and strategic accounts .

Posted 9/25/2026full-timeRemote • United Arab EmiratesSeniorLeadWebsite

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

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
Lead complex sales cycles for professional and managed security and technology services
Run discovery, solution shaping, value articulation, and ROI/TCO narratives with senior client stakeholders
Recruit, enable, and co-sell with key partners
Drive deal registration, joint go-to-market, and partner-led pipeline
Orchestrate partner technical, presales, and marketing resources
Build trusted advisor relationships with C-suite, security leaders, IT operations, and procurement/commercial teams
Navigate UAE procurement processes, including tenders, RFPs, RFIs, vendor pre-qualification, and contract reviews
Coordinate internal legal, finance, and delivery approvals
Apply structured qualification methods such as MEDDICC, SPIN, and Challenger
Maintain accurate CRM hygiene in Microsoft Dynamics 365
Own pricing, proposals, statements of work, and risk mitigation
Drive compelling bids with presales and solution architects
Land, expand, and renew multi-year service contracts
Identify cross-sell and upsell opportunities across security, cloud, network, data, and compliance services
Conduct QBRs/EBRs with clients and partners
Track outcomes against success metrics and SLAs
Drive revenue growth for A&O IT Group's security and technology services portfolio across the UAE

Requirements

What you’ll need

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 with CIO/CISO/CTO/Head of IT stakeholders and work closely with procurement/commercial teams through tenders and negotiations
Solid understanding of enterprise security domains: SOC/MSSP, SIEM/XDR, IAM/PAM, cloud security, network and data protection, zero trust, GRC/assurance
Proficient in Microsoft Dynamics 365 CRM, pipeline management, forecasting, and structured qualification
Excellent communication, presentation, and negotiation skills
English fluency is required
Valid UAE work authorization required
Based in UAE
Arabic proficiency is a plus
Experience selling into Retail, BFSI, energy, healthcare, and large enterprise accounts in the UAE is preferred/nice-to-have
Familiarity with local procurement and tendering practices and data residency/compliance considerations is preferred/nice-to-have
Technical certifications such as CISSP, CISM, CCSP, or vendor certifications are a plus
Background working with SLA-based managed services and outcome-led engagements is preferred/nice-to-have

Benefits

Comp & perks

Competitive base salary + commission/accelerators
Fully remote work arrangement
Client and partner travel across the UAE and occasional GCC trips