Account Manager – Sales (Mid-Level)

Positions: 2 | Full time

Experience: 8–10 years

Compensation: Variable pay and incentives are provided in addition to base compensation.

Account Manager (Mid-Level) – UAE

Team: Sales
Location: Dubai
Reports to: VP – Sales & Marketing
Direct reports: None

Key Relationships

Internal

• VP – Sales & Marketing: Targets, portfolio allocation, weekly pipeline reviews, forecasting and KRA reviews.
• Peer Account Managers and Sales Executives: Share leads, referrals and market intelligence; support colleagues’ accounts when invited.
• Presales and Solution Architects: Discovery, solution design, scoping, technical presentations and proof of value.
• Bid Management: RFP and tender responses, proposal quality, pricing approvals and deadlines.
• Delivery and Practice Heads (GRC, VAPT, SOC/MSS, Cloud, OT): Effort estimates, staffing, project handover, delivery quality and upsell opportunities.
• Customer Success and Key Accounts: Renewals, client satisfaction, escalations and account health reviews.
• Finance: Invoicing, collections, overdue invoices (100-day rule) and bonus calculations.
• Marketing: Targeted campaigns for key accounts, events, case studies and lead follow-up.
• CEO and Leadership: Executive sponsorship on strategic deals and monthly forecast reviews.

External

• CISOs, CIOs, CTOs and Heads of IT: Primary decision-makers; discovery, solution fit and trusted-adviser relationships.
• Risk, Compliance and Internal Audit Heads: Regulatory drivers, compliance gaps, audit readiness and business cases.
• Procurement and Finance Teams: Commercial negotiation, vendor registration, contracts and payment terms.
• C-suite and Board Sponsors (Tier A accounts): Executive alignment and multi-threading on strategic accounts.
• OEMs, hyperscalers and technology partners: Co-selling, deal registration and joint account planning.
• System Integrators and Channel Partners: Referrals, large-programme teaming and subcontracting.
• Industry Bodies and Event Organisers: Visibility, networking and thought-leadership opportunities.

Job Summary

Experience

• 8–10 years in B2B sales, including at least five of the most recent years selling IT, cybersecurity or consulting services in the UAE.
• Experience in a cybersecurity services firm, Big 4 risk or cyber practice, system integrator or security OEM.
• Experience owning a portfolio end to end, growing existing accounts and winning new ones.

Track Record

• Consistently met an annual services quota of AED 3M or more, with results that can be demonstrated.
• Won individual deals worth more than AED 1M.
• Demonstrated success winning new logos, not only renewals.

Market Knowledge and Network

• Established relationships with CISOs, CIOs and compliance leaders in target sectors.
• Understands how UAE organisations buy, including budget cycles, approvals, procurement and vendor registration.

Domain Knowledge

• Working knowledge of cybersecurity services, including GRC, VAPT, SOC and managed security, cloud security, and compliance audits.
• Can connect regulatory requirements to business needs and identify relevant solutions.

Behaviours

• Drive: Energetic and self-motivated.
• Resilience: Handles rejection and persists.
• Coachability: Seeks feedback and acts on it quickly.
• Follow-through: Delivers on commitments on time.
• Teamwork: Works effectively in a flat, collaborative team.

Education and Other Requirements

• Bachelor’s degree, preferably in business or IT.
• Fluent English.
• UAE driving licence.

Key Responsibilities and Outcomes

1. Portfolio Ownership and Planning

• Own approximately 55–60 named accounts across Tiers A, B and C as the single point of accountability.

Outcome: Every account has an active owner and a defined next action.

• Build and maintain account plans for every Tier A account.

Outcome: Plans are reviewed quarterly and cover untapped opportunities, stakeholder maps and revenue paths.

• Segment the portfolio into existing clients to grow and new logos to win.

Outcome: A balanced pipeline across renewals, cross-sell and new logos.

2. New Business (Hunting)

• Prospect target accounts through outreach, events, partners and referrals.

Outcome: Qualified pipeline of at least 3× the quarterly target.

• Use regulatory drivers to create urgency and open new conversations.

Outcome: Win new logos, each invoiced at least $10,000 in the year acquired.

• Lead discovery and qualify opportunities using a structured method.

Outcome: Higher win rates and shorter sales cycles.

3. Account Growth (Farming)

• Manage renewals and change requests for existing engagements.

Outcome: Renewal and change-request GP of at least 150% of the three-year average.

• Sell existing clients services they have not previously purchased.

Outcome: Increased cross-sell GP and more services per client.

• Build multiple relationships within each Tier A account (CISO, CIO, risk and procurement).

Outcome: At least three senior contacts per Tier A account.

• Convert one-off projects into retainers and managed services.

Outcome: A higher share of recurring revenue in the portfolio.

4. Sales Execution

• Lead the full sales cycle: discovery, solutioning, proposals, negotiation and close.

Outcome: Meet the booking GP target.

• Work with presales and bid teams on proposals and RFPs.

Outcome: On-time, high-quality and compliant submissions.

• Negotiate commercial terms with a focus on margin.

Outcome: GP margin at or above company guidelines.

5. Forecasting and Discipline

• Update CRM pipeline, stages and next steps weekly.

Outcome: CRM remains the single source of truth.

• Submit an accurate quarterly commit forecast.

Outcome: At least 80% of committed GP closes in the quarter.

• Participate in weekly pipeline and monthly forecast reviews.

Outcome: Early visibility of risks and slippage.

6. Collections and Commercial Hygiene

• Ensure invoices are raised on time and follow up on payments.

Outcome: Less than 5% of revenue is overdue by more than 100 days.

• Agree clear payment terms at contract stage.

Outcome: Fewer disputes and faster cash conversion.

7. Client Relationship and Satisfaction

• Act as a trusted adviser and escalation point for accounts.

Outcome: High client satisfaction and retention.

• Work with delivery and customer success on handover and quality.

Outcome: Smooth delivery and referenceable clients.

• Collect case studies and testimonials.

Outcome: At least two referenceable case studies a year.

8. Partnerships and Market Presence

• Co-sell with OEMs, hyperscalers and system integrators.

Outcome: Partner-sourced or partner-influenced pipeline.

• Represent the company at industry events, roundtables and briefings.

Outcome: Stronger brand visibility and new connections.

9. Learning and Collaboration

• Complete 15 hours of learning per quarter on new services and account management.

Outcome: Learning hours logged, with certifications where relevant.

• Share market intelligence and support colleagues when invited.

Outcome: A stronger team without hierarchy.