Sophos

5 months ago

Senior Enterprise Account Executive

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 12 hours agoStatus: Live

Job Summary

Strategic, quota‑driven sales leader responsible for growing Sophos’ footprint in UAE Government entities. Own senior relationships, win net‑new logos, and expand existing public sector accounts through value‑based proposals, rigorous MEDDPICC governance, and cross‑functional collaboration with pre‑sales, product, marketing, and customer success.

Location: Dubai

Workplace: Remote

Employment Type: Full time · Permanent

Job Function: Sales

Seniority: Sr. Manager level

Key Responsibilities

•Own executive relationships and accountability for strategic UAE Government accounts, ensuring growth, satisfaction, and long‑term partnership.
•Acquire new government logos and expand existing accounts via proactive prospecting, value‑based proposals, cross‑sell, and upsell.
•Engage senior stakeholders (CIO/CISO, DGs, program directors, procurement) in Arabic and English, positioning Sophos as a trusted cybersecurity partner.
•Lead the end‑to‑end public sector sales cycle – qualification, scoping/solutioning, business case, negotiation, and closure – coordinating pre‑sales, product, marketing, customer success, and support.
•Run rigorous account planning and execution: whitespace analysis, stakeholder mapping, pursuit strategy, and targeted campaigns/pilots to accelerate adoption.
•Deliver quarterly revenue goals through disciplined pipeline creation and governance, CRM hygiene (Salesforce, Clari, Power BI), and high‑accuracy forecasting.
•Apply MEDDPICC methodology to manage complex public‑sector opportunities, driving disciplined qualification, structured deal progression, executive alignment, and regular opportunity reviews with sales leadership.
•Partner‑led growth: collaborate with public‑sector distributors, SIs, and resellers on joint account plans, deal registration, frameworks, and field events.
•Own government tender participation (RFI/RFQ/RFP/ITQ): manage requirements, compliance/eligibility, documentation in Arabic/English, pricing strategy, and internal approvals.
•Territory coverage & in‑country travel: execute field plans across all Emirates with regular onsite meetings with ministries, authorities, agencies, and SOEs.
•Deal governance & risk management: identify blockers and dependencies and drive mitigation with sales leadership, finance, legal, and delivery.
•Market, regulatory, and competitive intelligence: track UAE public sector cybersecurity priorities and feedback into product/marketing.
•Champion customer success and referenceability through smooth handovers, adoption milestones, measurable value realization, and case studies/references.

Travel: High travel

Key Requirements

•Bachelor’s degree in Business, Information Security, Computer Science, or related field.
•10+ years of quota‑carrying enterprise sales, with 5+ years selling into UAE Government
•Proven track record closing complex, high‑value cybersecurity or enterprise technology deals in the public sector
•Deep understanding of UAE government procurement and tendering, including RFI/RFQ/RFP, framework agreements, vendor registration, compliance
•Fluency in Arabic and English (mandatory) and willingness to travel extensively across the UAE

Experience:Public sectorCybersecurityUae government

Education:Bachelor's

Skills:CommunicationNegotiationStakeholder managementPresentationRelationship building

Languages:ArabicEnglish

Tech Stack:SalesforceClariPower BI

Eligibility

Work Authorization:Authorization required. Sponsorship not provided.

Company Brief

Sophos

Provides enterprise cybersecurity software and services including endpoint protection, network security, cloud security, encryption, and managed threat response to protect organizations from advanced threats and ransomware.

Industry: Cybersecurity

Company Size: Enterprise (1,001+ employees)

Revenue: USD 500M to 1B

Growth: Established Company

Valuation: Unicorn (USD 1B+)

Funding: Private Equity Backed

Headquarters: Abingdon, United Kingdom

Founded: 1985

Website LinkedIn

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Sophos

5 months ago

Senior Enterprise Account Executive

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 12 hours agoStatus: Live

Job Summary

Location: Dubai

Workplace: Remote

Employment Type: Full time · Permanent

Job Function: Sales

Seniority: Sr. Manager level

Key Responsibilities

•Own executive relationships and accountability for strategic UAE Government accounts, ensuring growth, satisfaction, and long‑term partnership.
•Acquire new government logos and expand existing accounts via proactive prospecting, value‑based proposals, cross‑sell, and upsell.
•Engage senior stakeholders (CIO/CISO, DGs, program directors, procurement) in Arabic and English, positioning Sophos as a trusted cybersecurity partner.
•Lead the end‑to‑end public sector sales cycle – qualification, scoping/solutioning, business case, negotiation, and closure – coordinating pre‑sales, product, marketing, customer success, and support.
•Run rigorous account planning and execution: whitespace analysis, stakeholder mapping, pursuit strategy, and targeted campaigns/pilots to accelerate adoption.
•Deliver quarterly revenue goals through disciplined pipeline creation and governance, CRM hygiene (Salesforce, Clari, Power BI), and high‑accuracy forecasting.
•Apply MEDDPICC methodology to manage complex public‑sector opportunities, driving disciplined qualification, structured deal progression, executive alignment, and regular opportunity reviews with sales leadership.
•Partner‑led growth: collaborate with public‑sector distributors, SIs, and resellers on joint account plans, deal registration, frameworks, and field events.
•Own government tender participation (RFI/RFQ/RFP/ITQ): manage requirements, compliance/eligibility, documentation in Arabic/English, pricing strategy, and internal approvals.
•Territory coverage & in‑country travel: execute field plans across all Emirates with regular onsite meetings with ministries, authorities, agencies, and SOEs.
•Deal governance & risk management: identify blockers and dependencies and drive mitigation with sales leadership, finance, legal, and delivery.
•Market, regulatory, and competitive intelligence: track UAE public sector cybersecurity priorities and feedback into product/marketing.
•Champion customer success and referenceability through smooth handovers, adoption milestones, measurable value realization, and case studies/references.

Travel: High travel

Key Requirements

•Bachelor’s degree in Business, Information Security, Computer Science, or related field.
•10+ years of quota‑carrying enterprise sales, with 5+ years selling into UAE Government
•Proven track record closing complex, high‑value cybersecurity or enterprise technology deals in the public sector
•Deep understanding of UAE government procurement and tendering, including RFI/RFQ/RFP, framework agreements, vendor registration, compliance
•Fluency in Arabic and English (mandatory) and willingness to travel extensively across the UAE

Experience:Public sectorCybersecurityUae government

Education:Bachelor's

Skills:CommunicationNegotiationStakeholder managementPresentationRelationship building

Languages:ArabicEnglish

Tech Stack:SalesforceClariPower BI

Eligibility

Work Authorization:Authorization required. Sponsorship not provided.

Company Brief

Sophos

Industry: Cybersecurity

Company Size: Enterprise (1,001+ employees)

Revenue: USD 500M to 1B

Growth: Established Company

Valuation: Unicorn (USD 1B+)

Funding: Private Equity Backed

Headquarters: Abingdon, United Kingdom

Founded: 1985

Website LinkedIn