Senior Enterprise Account Executive – UAE Commercial Enterprise - Dubai, UAE - Sophos

Description

About Us
Role Summary The Enterprise Account Executive will be responsible for directly managing and expanding Sophos' footprint within Government and Public Sector Enterprise customers in the UAE. This role requires a strategic, high-touch engagement model to develop trusted advisor relationships, drive new logo acquisition, and expand existing business through cross-sell and upsell initiatives. The ideal candidate is an expert in complex, consultative sales cycles in the public sector and has a deep understanding of cybersecurity challenges specific to this segment. 

What You Will Do:

• Own executive relationships and accountability for strategic UAE commercial enterprise accounts, ensuring growth, satisfaction, and long‑term partnership.
• Acquire new logos and expand existing accounts through proactive prospecting and land‑and‑expand motions (cross‑sell/upsell), aligned to customer outcomes and security roadmaps.
• Engage multi‑threaded buying centers (CIO/CISO, CTO, IT Ops, SecOps, Network, Cloud, Risk, and Procurement) to shape demand and build consensus.
• Lead the end‑to‑end enterprise sales cycle - qualification, discovery and solutioning, business case/ROI, negotiation, and closure - coordinating pre‑sales, product, marketing, customer success, and support.
• Run rigorous account planning and ABM execution: whitespace analysis, stakeholder mapping, pursuit strategies, POCs/pilots with success criteria, and targeted campaigns to accelerate adoption.
• Deliver quarterly revenue goals through disciplined pipeline creation and governance, CRM hygiene (Salesforce, Clari, Power BI), and high‑accuracy forecasting.
• Partner‑led growth: collaborate with distributors, SIs, and key resellers on joint account plans, deal registration, demand generation, and field events; leverage hyperscaler/cloud marketplaces where applicable.
• Drive commercial deal strategy: pricing and packaging, multi‑year subscriptions and expansion that maximizes ARR and retention.
• Territory coverage & in‑country travel: execute field plans across all Emirates, maintaining a strong onsite presence with customers and partners.
• Apply MEDDPICC methodology to manage complex enterprise deals, ensuring disciplined qualification, structured deal progression, executive alignment, and consistent participation in opportunity reviews with sales leadership.
• Deal governance & risk management: identify blockers and dependencies in large opportunities and drive mitigation with sales leadership, finance, legal, and delivery teams.
• Market, regulatory, and competitive intelligence: track sector trends (e.g., cloud adoption, SOC modernization, data‑protection expectations) and competitive moves; feed insights to product and marketing to sharpen positioning.
• Champion customer success and referenceability via smooth handovers, adoption milestones, QBRs, measurable value realization, and case studies/references.

What You Will Bring:

• Bachelor's degree in Business, Information Security, Computer Science, or a related field.
• 10+ years of quota‑carrying enterprise sales, with 5+ years selling to UAE commercial enterprises (e.g., FSI, telco, energy, retail, healthcare, aviation, real estate, manufacturing, technology).
• Proven record closing complex, high‑value cybersecurity or enterprise technology deals, including multi‑year SaaS/subscription agreements.
• Strong understanding of UAE enterprise buying processes: budget cycles, vendor onboarding, InfoSec/Legal reviews, DPAs/MSAs, procurement and preferred supplier frameworks.
• Demonstrated success with strategic account planning, executive engagement across multiple decision makers, and value‑based solution selling (ROI/TCO).
• Expertise across cybersecurity domains: Managed Services, MDR/XDR, Endpoint (EPP), Firewall, Cloud Security, Zero‑Trust architectures (plus comfort discussing SOC and incident response outcomes).
• Proficiency with Salesforce, Clari, and Power BI for pipeline management and forecasting.
• Outstanding communication, negotiation, and executive presentation skills.
• Highly consultative, customer‑value mindset with strong long‑term relationship building.
• Willingness and ability to travel extensively across the UAE for high‑touch field engagement.
• Channel fluency: experience working with distributors, leading SIs/MSSPs, and executing joint sales motions (including cloud marketplace‑assisted transactions).
• Language: Fluency in English required; Arabic is an added advantage for executive engagement and commercial negotiations.

#B2 #LI_MT1
Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos? ·   Sophos operates a remote-first working model, making remote work the primary option for most employees However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. ·   Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit ·   Employee-led diversity and inclusion networks that build community and provide education and advocacy ·   Annual charity and fundraising initiatives and volunteer days for employees to support local communities ·   Global employee sustainability initiatives to reduce our environmental footprint ·   Global fitness and trivia competitions to keep our bodies and minds sharp ·   Global wellbeing days for employees to relax and recharge  ·   Monthly wellbeing webinars and training to support employee health and wellbeing
Our Commitment To You We're proud of the diverse and inclusive environment we have at Sophos, and we're committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. 
Data Protection If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  For more information on Sophos' data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.