Key Account Manager - Data Centre & ICT Infrastructure

About the role

ECOSS & Co is recruiting a senior Key Account Manager for a private provider of integrated data centre and ICT infrastructure solutions across the Middle East, which is expanding its UAE operations. This is a hybrid role working with government, semi-government and private-sector clients, from ministries and authorities to large corporates. You will own the full commercial relationship for your key accounts, covering account planning, growing the installed base, winning new projects, protecting margin and renewing service contracts.

Key responsibilities

• Carry revenue, gross margin and growth targets for your 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 directors-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, including bid/no-bid decisions, pricing, compliance and submissions
• 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 follow up collections 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
• Fluent Arabic and English, spoken and written
• Bachelor's degree in Business, Engineering, IT or a related field

Required skills

• Hands-on UAE government tendering experience, including e-procurement platforms, bank guarantees and government contract terms
• Strong negotiation and stakeholder management skills
• Disciplined use of CRM, forecasting and reporting
• Nice to have: experience with security-sector clients, data centre design and Tier standards, UAE compliance frameworks (information security, data sovereignty, ICV), long-term service contracts, and sales methodologies such as Miller Heiman, Challenger or SPIN

What we offer

• An attractive package with a performance bonus
• Medical insurance
• Exposure to regional and global digital infrastructure projects
• Clear career progression in a fast-growing company

Applications are made through the posting, completing screening questions, or by sending a CV to the recruiter. Shortlisted candidates are contacted for a confidential conversation.