About Us
Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role Summary
The Enterprise Account Executive will lead Sophos’ engagement across UAE Government entities - including federal and emirate‑level ministries, authorities, public agencies, and state‑owned/ government‑controlled enterprises (SOEs/GCEs). The role requires a strategic, consultative seller who can build trusted senior relationships, win net‑new government logos, and expand Sophos’ footprint across existing public sector accounts. Success requires deep familiarity with government procurement, tendering, information assurance requirements, and the public sector channel ecosystem in the UAE.
What You Will Do
Own executive relationships and accountability for strategic UAE Government accounts, ensuring growth, satisfaction, and long‑term partnership.
Acquire new government logos and expand existing accounts via proactive prospecting, value‑based proposals, cross‑sell, and upsell.
Engage senior stakeholders (CIO/CISO, DGs, program directors, procurement) in Arabic and English, positioning Sophos as a trusted cybersecurity partner.
Lead the end‑to‑end public sector sales cycle - qualification, scoping/solutioning, business case, negotiation, and closure - coordinating pre‑sales, product, marketing, customer success, and support.
Run rigorous account planning and execution: whitespace analysis, stakeholder mapping, pursuit strategy, and targeted campaigns/pilots to accelerate adoption.
Deliver quarterly revenue goals through disciplined pipeline creation and governance, CRM hygiene (Salesforce, Clari, Power BI), and high‑accuracy forecasting.
Apply MEDDPICC methodology to manage complex public‑sector opportunities - driving disciplined qualification, structured deal progression, executive alignment, and consistent opportunity reviews with sales leadership to improve win rates and forecast accuracy
Partner‑led growth: collaborate with public‑sector‑focused distributors, SIs, and key resellers on joint account plans, deal registration, frameworks, and field events.
Own government tender participation (RFI/RFQ/RFP/ITQ): manage requirements, compliance/eligibility, documentation in Arabic/English, pricing strategy, and internal approvals.
Territory coverage & in‑country travel: execute field plans across all Emirates—regular onsite meetings with ministries, authorities, agencies, and SOEs.
Deal governance & risk management: identify blockers and dependencies in large programs and drive mitigation with sales leadership, finance, legal, and delivery.
Market, regulatory, and competitive intelligence: track UAE public sector cybersecurity priorities, information assurance expectations, data‑residency/sovereignty needs, and competitive moves; feed insights to product and marketing.
Champion customer success and referenceability through smooth handovers, adoption milestones, measurable value realization, and case studies/references.
What You Will Bring
Bachelor’s degree in Business, Information Security, Computer Science, or related field.
10+ years of quota‑carrying enterprise sales, with 5+ years selling into UAE Government (federal and emirate‑level entities, authorities, SOEs/GCEs).
Proven record closing complex, high‑value cybersecurity or enterprise technology deals in the public sector.
Deep understanding of UAE government procurement and tendering, including RFI/RFQ/RFP, framework agreements, vendor registration, compliance, and evaluation criteria.
Demonstrated success with strategic account planning, senior stakeholder engagement, and value‑based solution selling in the public sector.
Expertise across cybersecurity domains: Managed/Advisory Services, MDR/XDR, Endpoint (EPP), Firewall, Cloud Security, Zero‑Trust architectures (and related governance/assurance considerations).
Proficiency with Salesforce, Clari, and Power BI for pipeline management and forecasting.
Outstanding communication, negotiation, and executive presentation skills.
Highly consultative, customer‑value mindset; strong long‑term relationship builder.
Fluency in Arabic and English (mandatory) to conduct executive meetings and manage tender/commercial documentation.
Willingness and ability to travel extensively across the UAE for high‑touch field engagement.
Channel fluency: experience working with public‑sector distributors, leading SIs, and executing joint sales motions.
Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos?
· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
· Employee-led diversity and inclusion networks that build community and provide education and advocacy
· Annual charity and fundraising initiatives and volunteer days for employees to support local communities
· Global employee sustainability initiatives to reduce our environmental footprint
· Global fitness and trivia competitions to keep our bodies and minds sharp
· Global wellbeing days for employees to relax and recharge
· Monthly wellbeing webinars and training to support employee health and wellbeing
Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. 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. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy
Cybersecurity as a Service Delivered | Sophos
