Enterprise Account Executive

Enterprise Account Executive Role Summary

The 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.

• Serve as Sophos’ lead presence in the UAE for Government and Public Sector Enterprise customers, ensuring account development, satisfaction, and growth.
• Proactively identify, engage, and acquire new Government and Public Sector Enterprise clients, focusing on generating new logos through direct strategic engagement.
• Build and maintain strong relationships with C‑level executives and key stakeholders within targeted accounts to position Sophos as a trusted cybersecurity advisor.
• Manage and grow a portfolio of named Enterprise accounts by understanding their cybersecurity challenges and aligning Sophos solutions accordingly.
• Lead the entire sales process from opportunity creation through deal closure, coordinating internal resources including pre‑sales, product management, and post‑sales support.
• Conduct strategic account planning, including whitespace analysis and stakeholder mapping, to uncover cross‑sell and upsell opportunities.
• Develop and execute targeted, account‑specific campaigns and engagement plans to create demand and drive solution adoption.
• Collaborate with internal marketing, technical, and support teams to ensure Enterprise clients receive a seamless customer experience.
• Maintain an accurate and up‑to‑date pipeline using CRM tools (Salesforce, Clari, Power
  
  BI, etc.) and provide reliable sales forecasting.
• Act as the single point of contact for key Government and Public Sector accounts, ensuring long‑term satisfaction, loyalty, and referenceability.
• Stay current on cybersecurity market trends, government procurement procedures, compliance requirements, and competitive dynamics in the public sector.

• A relevant post‑secondary degree, preferably in Business, Information Security, Computer Science, or a related field.
• Minimum 10+ years of Enterprise sales experience, with at least 5 years focused on Government and Public Sector accounts in the UAE.
• Proven track record of closing complex, high‑value deals in the cybersecurity or enterprise technology domain.
• Strong understanding of public sector procurement cycles, budgeting processes, and regulatory requirements.
• Demonstrated ability to execute strategic account plans, drive executive‑level engagement, and deliver value‑based solution selling.
• Deep knowledge of cybersecurity solutions, including endpoint protection, firewall, MDR, XDR, cloud security, and zero‑trust architecture.
• Proficiency in CRM and forecasting tools such as Salesforce, Clari, and Power
  
  BI.
• Exceptional communication, negotiation, and presentation skills.
• A highly consultative approach with a relentless focus on customer value and long‑term relationship building.
• Self‑motivated and results‑driven, with the ability to work autonomously and cross‑functionally in a fast‑paced environment.
• Fluency in Arabic and English is mandatory to effectively engage with UAE government clients and public sector stakeholders.

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 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.