Account Manager – Sales

Role overview

Experience and qualifications

• 8–10 years in B2B sales, including at least 5 most recent years selling IT, cybersecurity, or consulting services in the UAE.
• Background in a cybersecurity services firm, Big Four risk or cyber practice, system integrator, or security OEM.
• Experience owning accounts end to end, growing existing accounts, and winning new ones.
• Track record meeting an annual services quota of AED 3 million or more, winning deals above AED 1 million, and acquiring new customers.
• Active relationships with CISOs, CIOs, and compliance leaders, plus understanding of UAE purchasing and procurement practices.
• Working knowledge of GRC, VAPT, SOC and managed security, cloud security, and compliance audits.
• Bachelor's degree, preferably in business or IT; fluent English; valid UAE driving licence.
• Must be based in Dubai with a valid work permit; the client is open to sponsoring a visa.

Key responsibilities and outcomes

• Own approximately 55–60 named Tier A, B, and C accounts and maintain account plans for Tier A accounts.
• Build pipeline through prospecting, events, partners, and referrals; target qualified pipeline of at least three times the quarterly target.
• Win new customers, grow existing accounts, manage renewals and change requests, and cross-sell services.
• Build multiple relationships within strategic accounts and convert one-off projects into retainers and managed services.
• Lead discovery, solutioning, proposals, negotiation, and closing; collaborate on RFPs and tenders and protect margins.
• Update CRM weekly, submit quarterly forecasts, and participate in pipeline and forecast reviews.
• Coordinate invoicing, collections, payment terms, delivery handovers, customer satisfaction, and escalations.
• Co-sell with OEMs, hyperscalers, system integrators, and channel partners; represent the company at industry events.
• Complete 15 learning hours per quarter, share market intelligence, and support colleagues.

Key relationships