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Sophos

Posted 2 months ago

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Senior Enterprise Account Executive – New Logo Hunter (Cybersecurity)

DubaiRemote

AI Summary

Senior Enterprise Account Executive focused on net-new customer acquisition in the UAE, owning the full sales cycle to win new enterprise and mid-market logos and build pipeline.

About this role

About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

You will be responsible fordriving 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:

1. 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
2. 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
    3. 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
    4. 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
    5. 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)

    Skills

    ClariCloud SecurityEndpoint SecurityFirewallMDRMEDDPICCPower BISalesforceXDRZero-trust

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