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دبي, الإمارات العربية المتحدة
Remote only
Role Summary
The Enterprise Account Executive will lead Sophos’ engagement across UAE Government entities - including federal and emirate‑level ministries, authorities, public agencies, and state‑owned/ government‑controlled enterprises (SOEs/GCEs). The role requires a strategic, consultative seller who can build trusted senior relationships, win net‑new government logos, and expand Sophos’ footprint across existing public sector accounts. Success requires deep familiarity with government procurement, tendering, information assurance requirements, and the public sector channel ecosystem in the UAE.
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.
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.
