Head of Sales

Role Overview

Head of Sales at Ghobash Group (CNS), leading the regional sales organization across the UAE across key verticals including Government, BFSI, Healthcare, Oil & Gas, Transportation, and Education.

Company Overview

CNS is a technology company founded in 1987 with over 30 years of experience, employing over 320 employees including more than 250 certified engineers. The company provides digital solutions for enterprise and human development, with offices in three countries and extensive reach into Middle East markets. CNS offers in-depth expertise and best-in-class products supporting digital transformation across major industries, and is developing pioneering software in-house to expand its solutions portfolio.

Role Purpose

Lead CNS's regional sales organization to accelerate new and recurring revenue, strengthen strategic client relationships, and position CNS as a trusted digital transformation partner in the UAE and wider GCC market.

Key Responsibilities

Sales Strategy & Revenue Growth

• Define and execute a multi-year sales strategy aligned with CNS's technology roadmap and business transformation goals.
• Drive year-over-year revenue growth across targeted verticals: Government, BFSI, Healthcare, Oil & Gas, Transportation, and Education.
• Ensure delivery of quarterly and annual sales targets with consistent focus on margin improvement and deal profitability.
• Build a forward-looking sales pipeline focused on new client acquisition, whitespace mapping, and long-term revenue growth.
• Own and manage the sales function's budget and P&L, ensuring cost-efficient revenue delivery.
• Define commercial and pricing strategy aligned with market positioning and profitability targets.
• Evaluate and lead expansion into new verticals, markets, and adjacent business lines.
• 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

• Build and maintain trusted relationships with C-level executives, enterprise clients, and government stakeholders.
• Oversee strategic account management and customer lifecycle planning to maximize retention, satisfaction, and wallet share.
• Champion a consultative selling approach and position CNS as a digital transformation partner of choice.
• Actively identify and engage greenfield opportunities across underpenetrated verticals and geographies.
• Partner with Marketing to align demand generation, campaigns, and brand positioning with sales priorities.
• Build and maintain relationships with public sector and regulatory bodies to support growth in Government and BFSI accounts.
• Build trust with enterprise leaders such as CIOs, CTOs, and CISOs to align CNS capabilities with client modernization goals.

Team Leadership & Performance Management

• Lead, coach, and develop a high-impact team of sales leaders, practice heads, and pre-sales professionals.
• Recruit and onboard senior sales talent to build and scale a high-performing team of 10+ sales professionals.
• Establish sales KPIs, cadence rituals, and incentive plans to foster a performance-driven sales culture.
• Collaborate closely with HR to implement capability-building programs and succession plans.
• Ensure team accountability for governance, ethics, and compliance in all sales engagements.

Solution & Partnership Alignment

• Work with Practice Heads and Technical Directors to ensure solution readiness and pre-sales excellence.
• Strengthen strategic alliances with Tier 1 OEMs and vendors, ensuring go-to-market alignment and compliance.
• Influence the overall ICT portfolio based on market trends, competitive intelligence, and client feedback.
• Evaluate partner performance regularly to ensure alignment with CNS's compliance and delivery standards.
• Coordinate solution architects, delivery teams, and commercial partners to orchestrate winning proposals.

Sales Operations & Governance

• Institutionalize best practices in bid management, deal qualification, and contract governance in partnership with the Bid Management Office (BMO).
• Work with Finance and Legal to ensure risk-mitigated deal structuring and credit control.
• Champion a strong internal control environment across all sales processes, ensuring regulatory and contractual compliance.
• Own the sales technology stack, including enablement platforms and sales analytics tools, to drive productivity.
• Present sales performance, forecasts, and strategic updates to the Managing Director and executive leadership.
• Maintain accurate forecasting, CRM hygiene, and strategic territory planning.

Qualifications & Experience

Education

• Bachelor's degree in Computer Engineering, Information Technology, Business Administration, or a related field.
• MBA or equivalent advanced qualification is preferred.

Certifications

• PMP, CISCP, AWS, AI, or other relevant technology certifications are considered an advantage.

Professional Experience

• Minimum 15 years of experience in enterprise B2B sales within the ICT, IT services, or systems integration industry.
• Minimum 5 years of experience in a senior sales leadership role.
• Proven regional experience within the GCC, preferably UAE market exposure.
• Demonstrated experience managing and leading sales teams of 10+ professionals.
• Strong experience selling technology solutions to public sector and BFSI (Banking, Financial Services, and Insurance) clients.
• Proven expertise in selling IT solutions, digital transformation services, AI, data, cloud, and cybersecurity offerings.
• Track record of managing complex, long-cycle B2B sales engagements across key industry verticals, particularly Financial Services and Public Sector.

Skills & Competencies

• Sales Leadership & Execution
• Enterprise and Government Sales Expertise
• Partner & OEM Management
• Commercial & Financial Acumen
• Communication & Stakeholder Management
• CRM & Sales Operations
• People Management
• Fluency in Arabic and English (spoken and written)
• Deep understanding of IT infrastructure, cloud migration, application modernization, data and AI platforms, and security solutions
• Strong executive presence and advanced deal negotiation skills
• Ability to leverage partner ecosystems and maintain strategic pipeline discipline
• Strong relationships with C-level executives and key accounts in the UAE and GCC
• Technical & ICT Knowledge
• Leadership & Culture Building

Additional Information

• Compliance with policies and procedures based on the ISO standards adopted by CNS.