Senior Enterprise Account Executive 

Job Description

JOB DETAILS

REQUIREMENTS

• Bachelor’s degree in Business, Information Security, Computer Science, or related field.
• 10+ years of quota‑carrying enterprise sales, with 5+ years selling into UAE Government (federal and emirate‑level entities, authorities, SOEs/GCEs).
• Proven record closing complex, high‑value cybersecurity or enterprise technology deals in the public sector.
• Deep understanding of UAE government procurement and tendering, including RFI/RFQ/RFP, framework agreements, vendor registration, compliance, and evaluation criteria.
• Demonstrated success with strategic account planning, senior stakeholder engagement, and value‑based solution selling in the public sector.
• Expertise across cybersecurity domains: Managed/Advisory Services, MDR/XDR, Endpoint (EPP), Firewall, Cloud Security, Zero‑Trust architectures (and related governance/assurance considerations).
• Proficiency with Salesforce, Clari, and Power BI for pipeline management and forecasting.
• Outstanding communication, negotiation, and executive presentation skills.
• Highly consultative, customer‑value mindset; strong long‑term relationship builder.
• Fluency in Arabic and English (mandatory) to conduct executive meetings and manage tender/commercial documentation.
• Willingness and ability to travel extensively across the UAE for high‑touch field engagement.
• Channel fluency: experience working with public‑sector distributors, leading SIs, and executing joint sales motions.

RESPONSIBILITIES

• Own executive relationships and accountability for strategic UAE Government accounts, ensuring growth, satisfaction, and long‑term partnership.
• Acquire new government logos and expand existing accounts via proactive prospecting, value‑based proposals, cross‑sell, and upsell.
• Engage senior stakeholders (CIO/CISO, DGs, program directors, procurement) in Arabic and English, positioning Sophos as a trusted cybersecurity partner.
• Lead the end‑to‑end public sector sales cycle – qualification, scoping/solutioning, business case, negotiation, and closure – coordinating pre‑sales, product, marketing, customer success, and support.
• Run rigorous account planning and execution: whitespace analysis, stakeholder mapping, pursuit strategy, and targeted campaigns/pilots to accelerate adoption.
• Deliver quarterly revenue goals through disciplined pipeline creation and governance, CRM hygiene (Salesforce, Clari, Power BI), and high‑accuracy forecasting.
• Apply MEDDPICC methodology to manage complex public‑sector opportunities – driving disciplined qualification, structured deal progression, executive alignment, and consistent opportunity reviews with sales leadership to improve win rates and forecast accuracy
• Partner‑led growth: collaborate with public‑sector‑focused distributors, SIs, and key resellers on joint account plans, deal registration, frameworks, and field events.
• Own government tender participation (RFI/RFQ/RFP/ITQ): manage requirements, compliance/eligibility, documentation in Arabic/English, pricing strategy, and internal approvals.
• Territory coverage & in‑country travel: execute field plans across all Emirates—regular onsite meetings with ministries, authorities, agencies, and SOEs.
• Deal governance & risk management: identify blockers and dependencies in large programs and drive mitigation with sales leadership, finance, legal, and delivery.
• Market, regulatory, and competitive intelligence: track UAE public sector cybersecurity priorities, information assurance expectations, data‑residency/sovereignty needs, and competitive moves; feed insights to product and marketing.
• Champion customer success and referenceability through smooth handovers, adoption milestones, measurable value realization, and case studies/references.

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