Senior Enterprise Account Executive – UAE Commercial Enterprise - dubai - Sophos

Description

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.

• 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.

• 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.

At Sophos, we believe in the power of diverse perspectives to fuel innovation. 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.

• Sophos operates a remote-first working model, with remote work as the primary option for most employees; some roles may require a hybrid approach. 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 is 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

We're proud of the diverse and inclusive environment we have at Sophos, and we're committed to ensuring equality of opportunity. All applicants will be treated in a fair and equal manner 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. If adjustments are needed to support recruitment and selection, please let us know.

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