Director - Account Management

Overview:

Job Purpose

As Director – Direct Sales (Public & Enterprise Accounts), you will lead a team of sales professionals covering direct public sector and enterprise clients across the UAE and broader region. You will be accountable for delivering on revenue growth targets, pipeline health, and account strategy execution. You will drive the overall sales motion—from market segmentation and team enablement to closing and expanding strategic accounts. This is a critical leadership role within CPX’s Commercial Growth Portfolio (CGP) with a clear mandate to help grow our business. This role is suited for a consultative sales leader who thrives in high-growth environments and can engage at C-level across complex organizations.

Responsibilities:

Job Responsibilities

Key Focus Areas

Key Activities

• Client Consulting & Relationship Management
• Act as the single point of contact for assigned clients and own the relationship, revenue, and satisfaction metrics
• Serve as a trusted advisor to senior IT and business leaders, including C-level, translating CPXs offerings into meaningful business outcomes
• Lead customer-facing activities, including executive briefings, solution workshops, and technical demonstrations
• Foster strong integration with ecosystem partners (e.g., Microsoft) to co-develop client solutions and enhance value delivery
• Sales Leadership & Team Management
• Lead, coach, and manage a team of Account Managers and Business Development professionals focused on Public and Enterprise clients in direct (non-mandated) segments.
• Define territory/account coverage strategy across UAE and regional markets, ensuring optimal alignment of talent to opportunity.
• Set and track team KPIs, including pipeline coverage, win rates, customer acquisition, and revenue growth.
• Conduct regular pipeline reviews, deal coaching, and performance assessments.
• Foster a high-performance culture focused on client success, growth, and accountability.
• Drive internal collaboration across presales, delivery, partner, and marketing functions to support your team.
• Sales Execution & Strategic Growth
• Drive new and incremental revenue by prospecting, acquiring, and developing high-potential accounts
• Lead and manage the full sales lifecycle, including discovery, proposal development, contract negotiation, and closure
• Build and execute structured account plans that align CPX solutions with client priorities
• Deliver strategic pitches and demonstrate thought leadership in cybersecurity use cases relevant to client verticals
  
  

• Account & Pipeline Management
• Build and maintain a robust and qualified pipeline, forecasting accurately and closing with discipline
• Identify, qualify, and manage complex sales opportunities and multi-stakeholder engagements
• Collaborate cross-functionally to deliver tailored solutions and ensure seamless handoff to delivery
• Internal & External Stakeholder Collaboration
• Coordinate internal resources (presales, bid, partner, legal) to close business efficiently
• Act as the industry voice within CPX to strengthen focus and innovation in our GTM strategies
• Participate in sector planning and work closely with marketing on account-based campaigns
• Market Awareness & Competitive Intelligence
• Stay current with market trends, client pain points, competitive offerings, and regulatory drivers
• Provide feedback from the field to improve CPX’s offerings, messaging, and competitive positioning
  
  

• Understanding or appreciation of cybersecurity domains including SOC, cloud security, threat intelligence, incident response, and compliance
• Strong communication, presentation, and negotiation skills with C-suite engagement experience
• Experience using CRM platforms (Salesforce, D365, etc.) and productivity tools (Excel, PowerPoint, etc.)
• Existing client network and relationships from top-tier accounts preferred
• Ability to maintain productivity, manage multiple competing priorities and work effectively under the pressure of time constraints in fast paced complex, collaborative and team-oriented environment.
  
  

• 15–18+ years in sales, with at least 5–7 years in a sales leadership role, managing quota-carrying teams in cybersecurity or enterprise IT.
• Demonstrated experience building and leading sales teams targeting government and enterprise accounts preferably in the UAE/Middle East Region and globally
• Proven ability to set sales strategy, coach individual contributors, and consistently exceed team quota.
• Experience with sales forecasting, territory planning, and performance management frameworks.
• Track record of closing large multi-year cybersecurity/technology deals and scaling business within complex client environments
• Strong consultative selling skills with experience in articulating ROI-based solutions to senior business and technical stakeholders
• Ability to build a pipeline and close deals across both Public Sector and Enterprise accounts
  
  

• Bachelor’s degree in Engineering, Computer Science, or Business is required
• Master’s degree (MBA or related field) is a plus
• Preferred certifications: CISSP, CISM, CRISC, or equivalent