Key Account Manager

Description:

This is a unique, hybrid role. Our client is looking for a senior Key Account Manager who can work with equal confidence across government, semi-government and private-sector clients, from ministries, authorities and defence and security entities to government-related enterprises and large corporates.

You will own the full commercial relationship for your key accounts. That means account planning, growing the installed base, winning new projects, protecting margin and keeping service contracts renewed. You will sell across the whole data centre lifecycle: turnkey design and build, modular and containerised data centres, maintenance and lifecycle services (AMC), and ELV and security systems.

KEY RESPONSIBILITIES
• Carry revenue, gross margin and growth targets for your named accounts
• Build written account plans: decision-makers, budget cycles, installed base, opportunities, risks and 12–24 month actions
• Map and work the full buying centre, from director-general and C-level to procurement, finance and site technical teams
• Generate and qualify opportunities: expansions, tech refresh, new sites, DR, edge and modular deployments, AI and high-density capacity, service contracts
• Lead the commercial side of tenders, RFPs and direct proposals: bid/no-bid, pricing, compliance, submission and clarifications
• Negotiate commercial terms, payment terms, bank guarantees and contract conditions within the approved margin framework
• Protect and grow the installed base, including AMC renewals, scope extensions and additional sites
• Keep CRM, pipeline and forecast data accurate; own collections follow-up with Finance
• Represent the company at industry events, forums and exhibitions

WHAT YOU MUST HAVE
• 7–10 years of quota-carrying B2B sales experience, with at least 5 years selling to UAE government or semi-government entities
• Existing, live relationships with decision-makers in UAE federal or local government entities
• A proven record of winning and growing large accounts in data centres, ICT infrastructure, critical power and cooling, security systems or a related field
• Hands-on UAE government tendering experience, including e-procurement platforms, bank guarantees and government contract terms
• Fluent Arabic and English, spoken and written
• Strong negotiation and stakeholder skills, comfortable with a director-general and a site engineer on the same day
• Disciplined use of CRM, forecasting and reporting
• Bachelor's degree in Business, Engineering, IT or a related field