Sales Manager – Enterprise Security, Technology Services

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A&O IT Group

WebsiteLinkedInAll Job Openings

201 - 500 employees

🔒 Cybersecurity

IT Services • Cybersecurity • Consulting

A&O IT Group is a global IT services and cyber security consultancy with over 50 years of expertise. The company is committed to delivering exceptional service and fostering a high-performance culture, guided by their core values of One Team, Service Excellence, and Continuous Improvement. A&O IT Group operates in over 130 countries, supporting a diverse team of professionals focused on innovation and employee growth.

📋 Description

• 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 services (e.g., advisory/assessments, implementation, managed XDR/SIEM, cloud & identity security). • 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. • Build trusted advisor relationships with C-suite, security leaders, IT operations, and procurement/commercial teams. • Navigate UAE procurement processes (tenders/RFPs/RFIs, vendor pre-qualification, contract reviews) and coordinate internal approvals (legal, finance, delivery). • Own pricing, proposals, SoWs, and risk mitigation; drive compelling bids with presales and solution architects. • Land, expand, and renew multi‑year service contracts; identify cross‑sell/upsell motions across security, cloud, network, data, and compliance services. • Conduct QBRs/EBRs with clients and partners; track outcomes against success metrics and SLAs.

🎯 Requirements

• 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 (CIO/CISO/CTO/Head of IT) and work closely with procurement/commercial through tenders and negotiations. • Solid understanding of enterprise security domains: SOC/MSSP, SIEM/XDR, IAM/PAM, cloud security, network & data protection, zero trust, GRC/assurance. • Proficient in CRM (Microsoft Dynamics 365), pipeline management, forecasting, and structured qualification. • Excellent communication, presentation, and negotiation skills; Arabic proficiency is a plus, English fluency is required.

🏖️ Benefits

• Competitive base salary + commission/accelerators