Sales Manager - ICT Solutions for Government, Defense & Security

About the role

A client based in Abu Dhabi is looking for a Sales Manager to sell ICT solutions to government, defense and security customers. The role covers business development, full-cycle sales and account management, and is based on site.

Key responsibilities

• Develop and execute the sales strategy and business development plan for government, defense and security accounts, and identify and pursue new opportunities across federal entities, the Ministry of Defense and strategic accounts.
• Build and maintain senior-level relationships with government and defense customers, end users, procurement authorities and project stakeholders, and act as the primary commercial point of contact for assigned accounts.
• Own the full sales cycle: lead generation, qualification, solution scoping, proposal and RFQ/tender response, negotiation, award, contract execution and post-delivery follow-up.
• Prepare and submit commercial proposals, quotations and tender submissions with presales, project management and procurement teams, and negotiate terms while protecting company margin, cash flow and risk.
• Maintain an accurate pipeline and forecast in the company CRM and report on pipeline health, win/loss and forecast accuracy.
• Engage OEMs and authorized distributors to secure deal registration, special pricing, technical support and delivery commitments, and coordinate implementation partners and subcontractors on primed projects.
• Conduct market intelligence and competitor analysis, represent the company at exhibitions, conferences and OEM events, and ensure all sales comply with UAE law, government and MOD procurement requirements and export-control obligations.

Required profile

• Overall 8-10 years of B2B/B2G sales experience in IT and communications technology, with at least 5-7 years selling to UAE government, defense or security customers.
• Experience managing strategic/key accounts in the UAE, ideally within Abu Dhabi federal and MOD entities.
• Working knowledge of UAE government and MOD procurement processes, tender mechanics and contract structures.
• Experience working through OEM and distributor channels, including deal registration, partner pricing and programme requirements.

Required skills

• Familiarity with enterprise networking, security, data centre, unified communications or related ICT solution areas.
• CRM usage for pipeline and forecasting.