Sales Manager

Our prestigious client is seeking an experienced, results-driven Sales Manager to grow their government and defense business.

We're looking for a candidate with a proven track record of winning ICT business with UAE government and defense customers
, established relationships across the Abu Dhabi public sector, and hands-on experience working through OEM and distributor channels to structure competitive, deliverable proposals.

• 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.

• 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.

• 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.

• 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.

• 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.

• Strong commercial acumen: able to understand customer requirements and translate them into deliverable, competitively priced solutions.
• Confident negotiator with sound judgement on margin, risk and contractual exposure.
• Organized, disciplined in pipeline management and comfortable coordinating multiple internal and external parties on a single bid.
• Excellent written and verbal English
  ; Arabic proficiency is strongly preferred given the customer base.

• Bachelor's degree in Engineering, Information Technology, Business Administration or a related discipline
• Eligible to obtain the security clearances and site-access approvals required for work with UAE government and military entities.