Senior Enterprise Account Executive – UAE Government

About the role

The Enterprise Account Executive will lead Sophos’ engagement with UAE government ministries, authorities, public agencies and state‑owned enterprises. This senior, consultative sales role focuses on acquiring new government logos and expanding existing accounts while navigating the UAE public‑sector procurement and tendering processes.

Key responsibilities

• Own executive relationships with strategic UAE government accounts, driving growth and long‑term partnership.
• Prospect, qualify and close new government deals, delivering value‑based proposals, cross‑sell and upsell opportunities.
• Lead the full public‑sector sales cycle – from qualification and solutioning to business case development, negotiation and closure – coordinating pre‑sales, product, marketing and support teams.
• Manage government tender participation (RFI/RFQ/RFP/ITQ), handling requirements, compliance, pricing strategy and documentation in Arabic and English.
• Collaborate with public‑sector distributors, system integrators and resellers on joint account plans and deal registration.
• Provide accurate pipeline reporting and forecasting using Salesforce, Clari and Power BI, applying MEDDPICC methodology.

Required profile

• Bachelor’s degree in Business, Information Security, Computer Science or related field.
• 10+ years of quota‑carrying enterprise sales experience, with at least 5 years selling cybersecurity solutions to UAE government entities.
• Proven track record of closing complex, high‑value public‑sector technology deals.
• Deep knowledge of UAE government procurement, tendering processes and information‑assurance requirements.
• Fluent in Arabic and English, with strong executive presentation and negotiation skills.
• Willingness to travel extensively across the Emirates.

Required skills

• Salesforce
• Clari
• Power BI
• Cloud security solutions
• Managed Detection and Response (MDR) / Extended Detection and Response (XDR)
• Endpoint Protection Platform (EPP)
• Firewall technologies
• Zero‑Trust architecture
• Information assurance

What we offer

• Remote‑first working model with flexibility for onsite engagement when required.
• Commitment to diversity, inclusion and equal opportunity.
• Global employee wellbeing programmes, including wellness days, fitness challenges and charitable initiatives.