Junior-Level Account Manager – Sales

Cephas Consultancy Services Private Limited

UAE, Abu Dhabi, Abu Dhabi | UAE, Dubai, Dubai

On-site · Full-time

Positions: 3 full-time roles

Location: ValueMentor, Dubai or Abu Dhabi, UAE

Reports to: VP – Sales & Marketing

Compensation: Variable pay and incentives are offered for meeting targets; the amounts are not specified.

Experience: The posting lists 6–8 years overall and 4–6 years in B2B sales or business development, including at least 3 years in the UAE market. Please confirm the applicable experience range.

Team / Department: Sales

Direct reports: None

Key relationships

Internal

  • VP – Sales & Marketing: Targets, portfolio allocation, weekly pipeline reviews, forecasts and KRA reviews.
  • Peer Account Managers and Sales Executives: Share leads, referrals and market intelligence; support one another’s 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 / Leadership: Executive sponsorship on strategic deals and monthly forecast reviews.

External

  • CISOs, CIOs, CTOs and Heads of IT: Discovery, solution fit and trusted-advisor relationships with primary decision-makers.
  • 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, teaming on large programmes and subcontracting.
  • Industry bodies and event organisers: Visibility, networking and thought-leadership opportunities.

Role summary and requirements

  • 4–6 years in B2B sales or business development, including at least 3 years in the UAE market; the posting also lists 6–8 years overall.
  • Experience in IT, cybersecurity, technology services or SaaS is preferred.
  • Evidence of new-business prospecting and opening accounts, not only managing existing clients.
  • A track record of meeting or exceeding activity, pipeline and revenue targets, with closed deals to discuss in detail.
  • Basic understanding of cybersecurity services and compliance drivers, or a strong, demonstrable willingness to learn.
  • Prospecting and cold outreach by phone, email and LinkedIn; clear written and spoken communication; discovery and qualification skills; and strong organisational and CRM habits.
  • Bachelor’s degree, preferably in business or IT; fluent English; and a UAE driving licence.

Key responsibilities and outcomes

  1. Prospecting and pipeline building
    • Prospect the assigned portfolio daily through calls, email, LinkedIn, events and partners.
    • Arrange an agreed number of new weekly meetings with decision-makers.
    • Follow up on marketing and event leads within 48 hours.
    • Qualify opportunities and conduct discovery meetings, maintaining a qualified pipeline of at least three times the quarterly target.
  2. New business
    • Win new customers in Tier B and C accounts, with each new customer invoiced at least $10,000 in the year acquired.
    • Involve presales and the Associate Director in larger opportunities.
  3. Sales execution
    • Prepare proposals and quotations with the bid team, ensuring accurate and timely submissions.
    • Manage deals through negotiation to close and meet the booking GP target.
  4. Existing client care
    • Manage renewals and follow up with allocated existing clients, securing renewals on time.
    • Identify cross-sell opportunities for new services and build a cross-sell pipeline.
  5. Discipline and forecasting
    • Update CRM activity, pipeline and next steps weekly.
    • Submit a quarterly commit forecast, with at least 80% of committed GP closing in the quarter.
    • Follow up on invoices and collections, keeping revenue overdue beyond 100 days below 5%.
  6. Learning and growth
    • Complete and log 15 hours of learning per quarter on services, regulations and selling skills; pursue certifications where relevant.
    • Act on coaching from the Associate Director and work to improve pipeline quality and win rate.
    • Share market intelligence and support colleagues when invited.