Account Manager - Sales (Cybersecurity)

Location: Dubai / Abu Dhabi, UAE

Industry: Information Security | Cybersecurity | IT Security & Audit

Experience: 6 - 8 Years

Department: Sales

Reports To: VP - Sales & Marketing

About the Role:

We are looking for a motivated and results-driven Account Manager - Sales to join our growing cybersecurity sales team in the UAE.

The ideal candidate will have experience in B2B sales, client relationship management, business development, and pipeline generation. The role involves identifying new business opportunities, managing existing accounts, building relationships with key decision-makers, and driving revenue growth through cybersecurity and information security solutions.

This is a junior-level account management position with significant opportunities to develop expertise in cybersecurity sales and strategic account management.

Key Responsibilities:

1. Business Development & Pipeline Generation:

- Identify and develop new business opportunities through cold calling, email campaigns, LinkedIn outreach, industry events, and channel partners.

- Build and maintain a strong pipeline of qualified prospects.

- Schedule meetings with key decision-makers, including CISOs, CIOs, CTOs, and IT Heads.

- Follow up on marketing-generated leads and event inquiries within 48 hours.

- Maintain a qualified sales pipeline of at least 3x the quarterly sales target.

2. New Business Acquisition:

- Identify, approach, and acquire new customers across Tier B and Tier C accounts.

- Develop a strong understanding of client requirements and business challenges.

- Present cybersecurity services and solutions aligned with customer needs.

- Collaborate with presales and solution architects on complex opportunities.

- Drive new customer acquisition and achieve annual revenue targets.

3. Sales & Deal Management:

- Manage the complete sales cycle, from prospecting and qualification to negotiation and closure.

- Prepare proposals, quotations, and commercial offers in coordination with the bid management team.

- Coordinate with presales teams for technical presentations, solution design, and proof-of-value activities.

- Negotiate pricing, commercial terms, and contracts within approved guidelines.

- Achieve assigned gross profit (GP) and revenue targets.

- Ensure timely and accurate submission of proposals and tenders.

4. Account Management & Client Relationships:

- Manage and maintain relationships with allocated existing clients.

- Build long-term relationships with senior stakeholders and decision-makers.

- Monitor client satisfaction and identify opportunities for account growth.

- Manage renewals and ensure timely follow-ups.

- Identify cross-selling and upselling opportunities across cybersecurity services.

- Coordinate with customer success and delivery teams to address client concerns and escalations.

5. CRM, Forecasting & Sales Reporting:

- Maintain accurate and up-to-date CRM records, including activities, opportunities, pipeline, and next steps.

- Submit weekly pipeline updates and quarterly sales forecasts.

- Ensure a minimum of 80% accuracy in committed quarterly gross profit forecasts.

- Monitor outstanding invoices and coordinate with finance teams for timely collections.

- Support the achievement of collection targets, ensuring less than 5% of revenue remains overdue beyond 100 days.

6. Learning & Professional Development:

- Develop a strong understanding of cybersecurity services, industry regulations, and compliance requirements.

- Complete a minimum of 15 hours of learning per quarter.

- Participate in sales coaching, training sessions, and relevant certifications.

- Share market intelligence, competitor insights, and industry trends with the sales team.

- Collaborate with colleagues to support account development and business growth.

Required Skills & Competencies:

- Strong B2B sales and business development experience.

- Proven experience in prospecting, lead generation, and pipeline management.

- Excellent verbal and written communication skills.

- Strong negotiation, presentation, and relationship-building abilities.

- Ability to identify customer needs and qualify sales opportunities.

- Good understanding of CRM systems and sales reporting.

- Strong organizational skills and the ability to manage multiple opportunities.

- A proactive, target-oriented, and customer-focused approach.

- Ability to work collaboratively with presales, delivery, and internal stakeholders.

Domain Knowledge:

- Basic understanding of cybersecurity, information security, IT security, or audit services.

- Familiarity with cybersecurity solutions such as GRC, VAPT, SOC/MSS, Cloud Security, and OT Security is an advantage.

- Understanding of compliance requirements, risk management, and regulatory frameworks is preferred.

- Candidates with a strong willingness to learn cybersecurity solutions and industry requirements are encouraged to apply.

Education & Other Requirements:

- Bachelor's degree in Business Administration, Information Technology, Marketing, or a related field.

- UAE driving licence is mandatory.

- Experience in cybersecurity, IT services, or information security sales is preferred.

Key Performance Indicators (KPIs):

- Achievement of quarterly and annual revenue / gross profit targets.

- Qualified sales pipeline of at least 3x the quarterly target.

- New customer acquisition and revenue generation.

- Renewal rates and account growth.

- Cross-selling and upselling opportunities generated.

- Forecast accuracy and CRM compliance.

- Timely proposal submissions and deal closures.

- Collection performance and reduction in overdue receivables.