Job Summary:
One of our clients in Abu Dhabi is looking for Sales Manager (ICT Solutions for Government/Defense & Security).
Key Responsibilities:
- Key Responsibilities
Business development and account management
• Develop and execute the sales strategy and business development plan for government, defense and security accounts.
• Identify, qualify and pursue new opportunities across federal entities, MOD and strategic accounts.
• Build and maintain senior-level relationships with government and defense customers, end users, procurement authorities and project stakeholders.
• Act as the primary commercial point of contact for assigned accounts and managing key account plans.
Opportunity and bid management
• Own the full sales cycle: lead generation, qualification, solution scoping, proposal and RFQ/tender response, negotiation, award, contract execution and post-delivery follow-up.
• Prepare and submit commercial proposals, quotations, tender submissions and technical/commercial responses in coordination with presales, project management and procurement teams.
• Negotiate commercial terms and contract conditions while protecting company margin, cash flow and risk position.
• Maintain an accurate pipeline and forecast in the company CRM and report on pipeline health, win/loss and forecast accuracy.
OEM, distributor and partner engagement
• Engage OEMs and authorized distributors to secure deal registration, special pricing, technical support and delivery commitments for opportunities.
• Coordinate implementation partners and subcontractors on primed projects, ensuring scope, pricing, timelines and commercial terms are aligned before submission.
• Maintain awareness of relevant OEM partner programmes and ensure opportunities are structured to preserve authorizations, incentives and support entitlements.
Market and compliance
• Conduct market intelligence and competitor analysis to identify opportunities, pricing trends and risks.
• Represent the company at industry exhibitions, conferences, customer meetings and OEM events.
• Ensure all sales activity complies with UAE law, government and MOD procurement requirements, export-control and end-user obligations, OEM authorization terms, company policies and contractual commitments.
Requirements:
- Requirements
- Experience
- • Overall 8–10 years of B2B/B2G sales experience in IT and communications technology, with at least 5-7 years selling to UAE government, defense or security customers.
- • Experience managing strategic/key accounts in the UAE, ideally within Abu Dhabi federal and MOD entities.
- • Working knowledge of UAE government and MOD procurement processes, tender mechanics and contract structures.
- • Experience working through OEM and distributor channels, including deal registration, partner pricing and programme requirements.
- • Familiarity with enterprise networking, security, data centre, unified communications or related ICT solution areas.
