About the role
Role Summary
You will be responsible for driving net‑new customer acquisition across the UAE, focusing exclusively on opening new enterprise and higher mid‑market accounts. Operating as a front‑end sales specialist, you will own pipeline creation and deal closure while working in close alignment with Enterprise and Mid‑Market Account Executives, Sales Engineering, and Channel Partners.
Your mission is simple: win new logos, build qualified pipeline, and expand market presence across strategic UAE accounts.
What You Will Do:
- New Logo Acquisition (Primary KPI): Identify, engage, and close net‑new enterprise and mid‑market customers in the UAE
- Build and maintain a 3–5x qualified pipeline against quota
- Own the full sales cycle from prospecting and discovery through negotiation and close
- Market Development
- Map target accounts across key UAE sectors:
- Government & Semi-Government
- BFSI
- Oil & Gas / Energy
- Large Enterprise & Conglomerates
- Develop territory plan aligned to UAE buying cycles and budgets
- Stakeholder Engagement
- Build CXO/CISO relationships and position cybersecurity as a business risk conversation
- Run value-based selling vs product pitching
- Navigate complex buying groups and procurement frameworks
- Deal Execution
- Lead large deal cycles (typically $50K–$500K+ ACV)
- Manage RFP/RFI processes common in UAE public and enterprise sectors
- Ensure strong forecasting accuracy and pipeline hygiene
- Apply the Sales Methodology (MEDDPICC) consistently during sales cycle
- Channel & Ecosystem Leverage
- Partner closely with regional channel partners, distributors, and system integrators Operate as a collaborative overlay, driving shared success with Account Executives and cross‑functional teams
What You Will Bring:
- Bachelor's degree in Business, Technology, Information Security, or related discipline
- 10+ years of enterprise technology sales experience, with a strong focus on new business
- 5+ years selling into UAE Government and/or Enterprise accounts
- Proven success closing complex, high‑value new‑logo deals in cybersecurity or enterprise SaaS
- Existing relationships or a strong, credible network within UAE enterprise accounts, with the ability to engage senior stakeholders and accelerate deal entry
- Deep understanding of cybersecurity solutions and services including MDR, XDR, Endpoint, Firewall, Cloud Security, and Zero Trust
- Strong command of value‑based selling and enterprise sales methodologies
- Proficient with CRM and forecasting tools such as Salesforce, Clari, and Power BI
- Exceptional communication, negotiation, and executive presentation skills
- Highly self‑driven, disciplined, and comfortable operating autonomously in a fast‑paced environment
- English – fluent (mandatory)
- Arabic – preferred (spoken)
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What does remote mean at Sophos? Sophos supports flexible ways of working, with many roles offered remotely and others working in a hybrid model. For remote roles, you may work remotely within the location specified in the job posting. Candidates must reside in and be authorized to work in that location. Our teams collaborate across locations and time zones, using technology to stay connected and deliver results.
Our Commitment To You
Sophos welcomes applicants with diverse experiences, perspectives, and backgrounds. We believe great ideas come from different ways of thinking, and we are committed to building a workplace where people can contribute, grow, and succeed.
We evaluate all candidates based on job-related skills, qualifications, and experience, and are committed to providing equal employment opportunities consistent with applicable laws and regulations.
If you require a reasonable accommodation during any stage of the recruitment process, please contact hiring@sophos.com. Any information shared will be used only for the purpose of evaluating and providing the requested accommodation.