Sales Manager

Position: Sales Manager Our prestigious client is seeking an experienced, results-driven Sales Manager to grow their government and defense business. We're looking for a candidate with a proven track record of winning ICT business with UAE government and defense customers, established relationships across the Abu Dhabi public sector, and hands-on experience working through OEM and distributor channels to structure competitive, deliverable proposals. Key Responsibilities Business development and account management • Develop and execute the sales strategy and business development plan for government, defense and security accounts. • Identify, qualify and pursue new opportunities across federal entities, MOD and strategic accounts. • Build and maintain senior-level relationships with government and defense customers, end users, procurement authorities and project stakeholders. • Act as the primary commercial point of contact for assigned accounts and managing key account plans. Opportunity and bid management • Own the full sales cycle: lead generation, qualification, solution scoping, proposal and RFQ/tender response, negotiation, award, contract execution and post-delivery follow-up. • Prepare and submit commercial proposals, quotations, tender submissions and technical/commercial responses in coordination with presales, project management and procurement teams. • Negotiate commercial terms and contract conditions while protecting company margin, cash flow and risk position. • Maintain an accurate pipeline and forecast in the company CRM and report on pipeline health, win/loss and forecast accuracy. OEM, distributor and partner engagement • Engage OEMs and authorized distributors to secure deal registration, special pricing, technical support and delivery commitments for opportunities. • Coordinate implementation partners and subcontractors on primed projects, ensuring scope, pricing, timelines and commercial terms are aligned before submission. • Maintain awareness of relevant OEM partner programmes and ensure opportunities are structured to preserve authorizations, incentives and support entitlements. Market and compliance • Conduct market intelligence and competitor analysis to identify opportunities, pricing trends and risks. • Represent the company at industry exhibitions, conferences, customer meetings and OEM events. • Ensure all sales activity complies with UAE law, government and MOD procurement requirements, export-control and end-user obligations, OEM authorization terms, company policies and contractual commitments. Requirements Experience • Overall 8–10 years of B2B/B2G sales experience in IT and communications technology, with at least 5-7 years selling to UAE government, defense, or security customers. • Experience managing strategic/key accounts in the UAE, ideally within Abu Dhabi federal and MOD entities. • Working knowledge of UAE government and MOD procurement processes, tender mechanics and contract structures. • Experience working through OEM and distributor channels, including deal registration, partner pricing and programme requirements. • Familiarity with enterprise networking, security, data centre, unified communications or related ICT solution areas. Skills and attributes • Strong commercial acumen: able to understand customer requirements and translate them into deliverable, competitively priced solutions. • Confident negotiator with sound judgement on margin, risk and contractual exposure. • Organized, disciplined in pipeline management and comfortable coordinating multiple internal and external parties on a single bid. • Excellent written and verbal English; Arabic proficiency is strongly preferred given the customer base. Qualifications • Bachelor's degree in Engineering, Information Technology, Business Administration or a related discipline • Eligible to obtain the security clearances and site-access approvals required for work with UAE government and military entities. • Valid UAE driving license. Show more Show less

Overall 8–10 years of B2B/B2G sales experience in IT and communications technology, with at least 5–7 years selling to UAE government, defense, or security customers. Experience managing strategic/key accounts in the UAE, ideally within Abu Dhabi federal and MOD entities. Working knowledge of UAE government and MOD procurement processes, tender mechanics and contract structures. Experience working through OEM and distributor channels, including deal registration, partner pricing and programme requirements.

Business development and account management for government, defense and security accounts. Develop and execute the sales strategy and business development plan; identify, qualify and pursue new opportunities across federal entities, MOD and strategic accounts. Build and maintain senior-level relationships with government and defense customers, end users, procurement authorities and project stakeholders. Act as the primary commercial contact for assigned accounts and manage key account plans. Own the full sales cycle: lead generation, qualification, solution scoping, proposal and RFQ/tender response, negotiation, award, contract execution and post-delivery follow-up. Prepare and submit commercial proposals, quotations, tender submissions and technical/commercial responses in coordination with presales, project management and procurement teams. Negotiate commercial terms and contract conditions while protecting margin, cash flow and risk position. Maintain an accurate pipeline and forecast in the CRM and report on pipeline health, win/loss and forecast accuracy. Engage OEMs and authorized distributors to secure deal registration, special pricing, technical support and delivery commitments. Coordinate implementation partners and subcontractors on primed projects, ensuring scope, pricing, timelines and commercial terms are aligned before submission. Maintain awareness of OEM partner programmes and ensure opportunities are structured to preserve authorizations, incentives and support entitlements. Conduct market intelligence and competitor analysis to identify opportunities, pricing trends and risks. Represent the company at industry exhibitions, conferences, customer meetings and OEM events. Ensure all sales activity complies with UAE law, government and MOD procurement requirements, export-control and end-user obligations, OEM authorization terms, company policies and contractual commitments.