Senior Key Account Manager - Data Centre & ICT

About the role

A senior Key Account Manager is sought in Dubai for a client working with government, semi-government and private-sector clients, from ministries, authorities and defence and security entities to government-related enterprises and large corporates. The role owns the full commercial relationship for each key account, covering account planning, growing the installed base, winning new projects, protecting margin and renewing service contracts. It covers the whole data centre lifecycle: turnkey design and build, modular and containerised data centres, maintenance and lifecycle services (AMC), and ELV and security systems.

Key responsibilities

• Carry revenue, gross margin and growth targets for named accounts
• Build written account plans covering decision-makers, budget cycles, installed base, opportunities, risks and 12-24 month actions
• Map and work the full buying centre, from director-general and C-level to procurement, finance and site technical teams
• Generate and qualify opportunities such as expansions, tech refresh, new sites, DR, edge and modular deployments, AI and high-density capacity, and service contracts
• Lead the commercial side of tenders, RFPs and direct proposals: bid/no-bid, pricing, compliance, submission and clarifications
• Negotiate commercial terms, payment terms, bank guarantees and contract conditions within the approved margin framework
• Protect and grow the installed base, including AMC renewals, scope extensions and additional sites
• Keep CRM, pipeline and forecast data accurate and own collections follow-up with Finance
• Represent the company at industry events, forums and exhibitions

Required profile

• 7-10 years of quota-carrying B2B sales experience, with at least 5 years selling to UAE government or semi-government entities
• Existing, live relationships with decision-makers in UAE federal or local government entities
• Proven record of winning and growing large accounts in data centres, ICT infrastructure, critical power and cooling, security systems or a related field
• Hands-on UAE government tendering experience, including e-procurement platforms, bank guarantees and government contract terms
• Bachelor's degree in Business, Engineering, IT or a related field

Required skills

• Fluent Arabic and English, spoken and written
• Strong negotiation and stakeholder management skills
• Disciplined use of CRM, forecasting and reporting