Role Overview
The Sales Director will lead Malcrove's commercial organization, encompassing Sales, Business Development, and Presales. The role is accountable for revenue generation, client acquisition, renewals, and overall sales performance across all managed and professional services, as well as product reselling.
This position is both strategic and hands-on, requiring a seasoned executive who can drive business growth while building scalable processes and a high-performance sales culture aligned with Malcrove's long-term objectives.
Key Responsibilities
This is a full-time, on-site role for a Sales Director based in Dubai. The Sales Director will be responsible for driving sales, overseeing sales operations, managing customer relationships, and ensuring the delivery of exceptional customer service. Day-to-day tasks include identifying new business opportunities, leading the sales team, and devising strategies for market growth and development. The role requires collaboration with other departments to achieve organizational goals and foster client partnerships.
1.Sales Leadership & Strategy
- Develop and execute Malcrove's sales strategy, revenue targets, and go-to-market plans in line with business growth objectives.
- Oversee sales forecasting, pipeline management, and quota attainment across service lines and industry verticals.
- Drive new client acquisition and account expansion within existing customers.
- Collaborate with Marketing to align campaigns, lead generation, and brand positioning with sales initiatives.
- Ensure pricing discipline, profitability, and margin optimization across managed services, consulting, and reselling business units.
2.Team Management
- Lead, mentor, and develop the Sales and Presales teams, ensuring clear KPIs, accountability, and professional growth.
- Foster a performance-driven culture focused on measurable outcomes and continuous improvement.
- Define sales territories, incentive plans, and performance metrics in collaboration with Finance and HR.
- Conduct pipeline reviews, sales enablement sessions, and deal strategy workshops regularly.
3.Alignment with Strategic Partnership and Alliance
- Collaborate closely with the Strategic Partnerships & Alliances team to leverage vendor, distributor, and alliance relationships.
- Support joint go-to-market plans, renewal opportunities, and partner-sourced leads.
- Provide feedback to guide portfolio decisions based on market demand and client needs.
4.Commercial and Proposals Management
- Oversee the creation of commercial proposals, SoWs, and RFP responses, ensuring strong collaboration between Sales, Presales, and Delivery.
- Own deal structure, pricing strategy, and contract negotiations, ensuring profitability and compliance.
- Coordinate with Delivery and Operations teams to align customer expectations with service commitments and delivery excellence.
5.Market Development and Intelligence
- Analyze market trends, client behavior, and competitor positioning to identify growth opportunities.
- Represent Malcrove at industry events, executive briefings, and client meetings, reinforcing its position as a trusted cybersecurity partner.
- Provide management insights on pipeline health, forecast accuracy, and emerging market dynamics.
Qualifications and Experience:
- Bachelor's degree in business, Engineering, or related field (MBA preferred).
- 10+ years of experience in cybersecurity or IT managed services sales, including 3+ years in a leadership role.
- Proven record of achieving or exceeding multimillion-dirham revenue targets.
- Strong understanding of MSSP models, cybersecurity frameworks, and technology ecosystems.
- Experience handling enterprise and government accounts across the UAE and GCC.
- Exceptional communication, negotiation, and executive relationship management skills.
- Demonstrated success in building and scaling high-performing sales organizations.
Personal Attributes:
- Strategic thinkers with strong hands-on execution capabilities.
- Entrepreneurial and commercially astute, with a results-oriented mindset.
- Collaborative leader, fostering teamwork across departments.
- High level of integrity, professionalism, and resilience under pressure.
- Ability to inspire teams, lead by example, and uphold organizational values.
