Head of Sales
- Dubai, United Arab Emirates
نُشرت قبل 6 أيام
عن الوظيفة
Company Description
CNS is a technology company that powers the future by providing digital solutions essential to support all enterprise and human development. While growing and managing a robust pool of supplier-partners for the benefit of our clients has always been a priority, we are constantly re-inventing ourselves.
Founded in 1987 with more than 30 years of experience, CNS employs over 320 employees including more than 250 certified engineers. We offer in-depth expertise and a range of best-in-class products that support the digital transformation of all major industries. With offices in three countries, we have an extensive reach into, and regional knowledge of the Middle East markets.
A shift into levering our many years of experience to develop pioneering software in-house will add yet another dimension to our highly innovative solutions-portfolio.
Job Description
We are seeking a dynamic and results-driven Head of Sales to lead CNS’s regional sales organization across (UAE) key verticals including Government, BFSI, Healthcare, Oil & Gas, Transportation, and Education. The role is accountable for accelerating new and recurring revenue, strengthening strategic client relationships, and positioning CNS as a trusted digital transformation partner in the UAE and wider GCC market.
DUTIES & RESPONSIBILITIES
Sales Strategy & Revenue Growth
- Define and execute a multi-year sales strategy aligned with CNS’s technology roadmap and business transformation goals.
- Drive YoY revenue growth across targeted verticals (Government, BFSI, Healthcare, Oil & Gas, Transportation, and Education).
- Ensure delivery of quarterly and annual sales targets with a consistent focus on margin improvement and deal profitability.
- Build a forward-looking sales pipeline focused on new client acquisition, whitespace mapping, and long-term revenue growth.
- Own and manage the sales function’s budget and P&L, ensuring cost-efficient revenue delivery.
- Define commercial and pricing strategy in line with market positioning and profitability targets.
- Evaluate and lead expansion into new verticals, markets, and adjacent business lines.
- Own the full sales cycle — strategy, pipeline generation, executive engagement, and deal closure — for complex, high-value technology transformation deals (US$10M+).
Client & Market Engagement
- Build and maintain trusted relationships with C-level executives, enterprise clients, and government stakeholders.
- Oversee strategic account management and customer lifecycle planning to maximize retention, satisfaction, and wallet share.
- Champion a consultative selling approach and position CNS as a digital transformation partner of choice.
- Actively identify and engage greenfield opportunities across underpenetrated verticals and geographies.
- Partner with Marketing to align demand generation, campaigns, and brand positioning with sales priorities.
- Build and maintain relationships with public sector and regulatory bodies to support growth in Government and BFSI accounts.
- Build trust with enterprise leaders such as CIOs, CTOs, and CISOs to align CNS capabilities with client modernization goals.
Team Leadership & Performance Management
- Lead, coach, and develop a high-impact team of sales leaders, practice heads, and pre-sales professionals.
- Recruit and onboard senior sales talent to build and scale a high-performing team of 10+ sales professionals.
- Establish sales KPIs, cadence rituals, and incentive plans to foster a performance-driven sales culture.
- Collaborate closely with HR to implement capability-building programs and succession plans.
- Ensure team accountability for governance, ethics, and compliance in all sales engagements.
Solution & Partnership Alignment
- Work with Practice Heads and Technical Directors to ensure solution readiness and pre-sales excellence.
- Strengthen strategic alliances with Tier 1 OEMs and vendors, ensuring GTM alignment and compliance.
- Influence the overall ICT portfolio based on market trends, competitive intelligence, and client feedback.
- Evaluate partner performance regularly to ensure alignment with CNS’s compliance and delivery standards.
- Coordinate solution architects, delivery teams, and commercial partners to orchestrate winning proposals.
Sales Operations & Governance
- Institutionalize best practices in bid management, deal qualification, and contract governance in partnership with the Bid Management Office (BMO).
- Work with Finance and Legal to ensure risk-mitigated deal structuring and credit control.
- Champion a strong internal control environment across all sales processes, ensuring regulatory and contractual compliance.
- Own the sales technology stack, including enablement platforms and sales analytics tools, to drive productivity.
- Present sales performance, forecasts, and strategic updates to the Managing Director and executive leadership.
- Maintain accurate forecasting, CRM hygiene, and strategic territory planning.
Qualifications
Education
- Bachelor’s degree in Computer Engineering, Information Technology, Business Administration, or a related field.
- MBA or equivalent advanced qualification is preferred.
Certifications
- PMP, CISSP, AWS, AI, or other relevant technology certifications are considered an advantage.
Professional Experience
- Minimum 15 years of experience in enterprise B2B sales within the ICT, IT services, or systems integration industry.
- Minimum 5 years of experience in a senior sales leadership role.
- Proven regional experience within the GCC, preferably UAE market exposure.
- Demonstrated experience managing and leading sales teams of 10+ professionals.
- Strong experience selling technology solutions to public sector and BFSI (Banking, Financial Services, and Insurance) clients.
- Proven expertise in selling IT solutions, digital transformation services, AI, data, cloud, and cybersecurity offerings.
- Track record of managing complex, long-cycle B2B sales engagements across key industry verticals, particularly Financial Services and Public Sector.
Additional Information
- Sales Leadership & Execution
- Enterprise/Government Sales Expertise
- Partner & OEM Management
- Commercial & Financial Acumen
- Communication & Stakeholder Management
- CRM & Sales Operations
- People Management
- Fluency in Arabic and English (spoken and written)
- Deep understanding of IT infrastructure, cloud migration, application modernization, data/AI platforms, and security solutions
- Strong executive presence and advanced deal negotiation skills
- Ability to leverage partner ecosystems and maintain strategic pipeline discipline
- Strategic Sales Leadership
- Strong relationships with C-level executives and key accounts in the UAE/GCC
- Technical & ICT Knowledge
- Leadership & Culture Building
Compliance with policies and procedures based on the ISO standards adopted by CNS.