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Ghobashgroup

Head of Sales

LocationDubai, Dubai, ae
Work modeon-site
Typefull-time
DepartmentSales
Company size51+ people
First seen1w ago
Last seen3d ago
Company Description
CNS is a technology company that powers the future by providing digital solutions essential to support all enterprise and human development. While growing and managing a robust pool of supplier-partners for the benefit of our clients has always been a priority, we are constantly re-inventing ourselves.
Founded in 1987 with more than 30 years of experience, CNS employs over 320 employees including more than 250 certified engineers. We offer in-depth expertise and a range of best-in-class products that support the digital transformation of all major industries. With offices in three countries, we have an extensive reach into, and regional knowledge of the Middle East markets.
A shift into levering our many years of experience to develop pioneering software in-house will add yet another dimension to our highly innovative solutions-portfolio.
Job Description
We are seeking a dynamic and results-driven Head of Sales to lead CNS’s regional sales organization across (UAE) key verticals including Government, BFSI, Healthcare, Oil & Gas, Transportation, and Education. The role is accountable for accelerating new and recurring revenue, strengthening strategic client relationships, and positioning CNS as a trusted digital transformation partner in the UAE and wider GCC market.
DUTIES & RESPONSIBILITIES
Sales Strategy & Revenue Growth
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Define and execute a multi-year sales strategy aligned with CNS’s technology roadmap and business transformation goals.
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Drive YoY revenue growth across targeted verticals (Government, BFSI, Healthcare, Oil & Gas, Transportation, and Education).
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Ensure delivery of quarterly and annual sales targets with a consistent focus on margin improvement and deal profitability.
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Build a forward-looking sales pipeline focused on new client acquisition, whitespace mapping, and long-term revenue growth.
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Own and manage the sales function’s budget and P&L, ensuring cost-efficient revenue delivery.
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Define commercial and pricing strategy in line with market positioning and profitability targets.
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Evaluate and lead expansion into new verticals, markets, and adjacent business lines.
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Own the full sales cycle — strategy, pipeline generation, executive engagement, and deal closure — for complex, high-value technology transformation deals (US$10M+).
Client & Market Engagement
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Build and maintain trusted relationships with C-level executives, enterprise clients, and government stakeholders.
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Oversee strategic account management and customer lifecycle planning to maximize retention, satisfaction, and wallet share.
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Champion a consultative selling approach and position CNS as a digital transformation partner of choice.
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Actively identify and engage greenfield opportunities across underpenetrated verticals and geographies.
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Partner with Marketing to align demand generation, campaigns, and brand positioning with sales priorities.
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Build and maintain relationships with public sector and regulatory bodies to support growth in Government and BFSI accounts.
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Build trust with enterprise leaders such as CIOs, CTOs, and CISOs to align CNS capabilities with client modernization goals.
Team Leadership & Performance Management
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Lead, coach, and develop a high-impact team of sales leaders, practice heads, and pre-sales professionals.
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Recruit and onboard senior sales talent to build and scale a high-performing team of 10+ sales professionals.
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Establish sales KPIs, cadence rituals, and incentive plans to foster a performance-driven sales culture.
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Collaborate closely with HR to implement capability-building programs and succession plans.
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Ensure team accountability for governance, ethics, and compliance in all sales engagements.
Solution & Partnership Alignment
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Work with Practice Heads and Technical Directors to ensure solution readiness and pre-sales excellence.
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Strengthen strategic alliances with Tier 1 OEMs and vendors, ensuring GTM alignment and compliance.
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Influence the overall ICT portfolio based on market trends, competitive intelligence, and client feedback.
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Evaluate partner performance regularly to ensure alignment with CNS’s compliance and delivery standards.
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Coordinate solution architects, delivery teams, and commercial partners to orchestrate winning proposals.
Sales Operations & Governance
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Institutionalize best practices in bid management, deal qualification, and contract governance in partnership with the Bid Management Office (BMO).
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Work with Finance and Legal to ensure risk-mitigated deal structuring and credit control.
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Champion a strong internal control environment across all sales processes, ensuring regulatory and contractual compliance.
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Own the sales technology stack, including enablement platforms and sales analytics tools, to drive productivity.
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Present sales performance, forecasts, and strategic updates to the Managing Director and executive leadership.
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Maintain accurate forecasting, CRM hygiene, and strategic territory planning.
Qualifications
Education
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Bachelor’s degree in Computer Engineering, Information Technology, Business Administration, or a related field.
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MBA or equivalent advanced qualification is preferred.
Certifications
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PMP, CISSP, AWS, AI, or other relevant technology certifications are considered an advantage.
Professional Experience
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Minimum 15 years of experience in enterprise B2B sales within the ICT, IT services, or systems integration industry.
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Minimum 5 years of experience in a senior sales leadership role.
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Proven regional experience within the GCC, preferably UAE market exposure.
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Demonstrated experience managing and leading sales teams of 10+ professionals.
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Strong experience selling technology solutions to public sector and BFSI (Banking, Financial Services, and Insurance) clients.
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Proven expertise in selling IT solutions, digital transformation services, AI, data, cloud, and cybersecurity offerings.
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Track record of managing complex, long-cycle B2B sales engagements across key industry verticals, particularly Financial Services and Public Sector.
Additional Information
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Sales Leadership & Execution
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Enterprise/Government Sales Expertise
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Partner & OEM Management
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Commercial & Financial Acumen
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Communication & Stakeholder Management
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CRM & Sales Operations
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People Management
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Fluency in Arabic and English (spoken and written)
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Deep understanding of IT infrastructure, cloud migration, application modernization, data/AI platforms, and security solutions
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Strong executive presence and advanced deal negotiation skills
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Ability to leverage partner ecosystems and maintain strategic pipeline discipline
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Strategic Sales Leadership
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Strong relationships with C-level executives and key accounts in the UAE/GCC
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Technical & ICT Knowledge
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Leadership & Culture Building
Legal
Compliance with policies and procedures based on the ISO standards adopted by CNS.
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