UAE Government Sector - Senior Enterprise Account Executive

Role Summary

The Enterprise Account Executive will lead Sophos' engagement across UAE Government entities, including federal and emirate level ministries, authorities, public agencies, and state owned/government controlled enterprises (SOEs/GCEs). The role requires a strategic, consultative seller who can build trusted senior relationships, win net new government logos, and expand Sophos' footprint across existing public sector accounts. Success requires deep familiarity with government procurement, tendering, information assurance requirements, and the public sector channel ecosystem in the UAE.

What You Will Do

• 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 consistent opportunity reviews with sales leadership to improve win rates and forecast accuracy.

• Partner led growth: collaborate with public sector focused distributors, SIs, and key 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 - regular onsite meetings with ministries, authorities, agencies, and SOEs.

• Deal governance & risk management: identify blockers and dependencies in large programs and drive mitigation with sales leadership, finance, legal, and delivery.

• Market, regulatory, and competitive intelligence: track UAE public sector cybersecurity priorities, information assurance expectations, data residency/sovereignty needs, and competitive moves; feed insights to product and marketing.

• Champion customer success and referenceability through smooth handovers, adoption milestones, measurable value realization, and case studies/references.

What You Will Bring

• 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 (federal and emirate level entities, authorities, SOEs/GCEs).

• Proven 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, and evaluation criteria.

• Demonstrated success with strategic account planning, senior stakeholder engagement, and value based solution selling in the public sector.

• Expertise across cybersecurity domains: Managed/Advisory Services, MDR/XDR, Endpoint (EPP), Firewall, Cloud Security, Zero Trust architectures (and related governance/assurance considerations).

• Proficiency with Salesforce, Clari, and Power BI for pipeline management and forecasting.

• Outstanding communication, negotiation, and executive presentation skills.

• Highly consultative, customer value mindset; strong long term relationship builder.

• Fluency in Arabic and English (mandatory) to conduct executive meetings and manage tender/commercial documentation.

• Willingness and ability to travel extensively across the UAE for high touch field engagement.

• Channel fluency: experience working with public sector distributors, leading SIs, and executing joint sales motions.

EEO Statement

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

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