• 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.

• Own strategic relationships with consulting partners who resell Truven solutions • Develop and execute joint go-to-market plans with partners, aligning on target segments, messaging, and sales enablement strategies • Enable partner success by delivering training and ongoing support to ensure accurate positioning of Truven solutions • Monitor partner pipeline and performance, providing guidance to accelerate deal velocity and improve win rates • Collaborate cross-functionally with internal sales, marketing, product, and customer success teams to support partner needs • Drive partner engagement and loyalty through regular business reviews, performance check-ins, and collaborative planning • Pursue opportunities to develop partnerships with net-new consulting partners

• Identify new business revenue opportunities • Build and maintain a residential client base • Develop business contacts and execute a call plan • Attend industry functions and participate in community events • Communicate proactively with clients

• Maximize the breadth and depth of relationships by working closely with clients to intimately understand their business strategies, needs, and challenges as well as how Zelis supports the achievement of those goals. • Manage and oversee revenue targets, including budgets, forecasts, and product utilization review for the assigned book of business. • Responsible for client renewals and retention. • Successfully lead contract negotiations and manage the complete life cycle to renew client agreements while looking for ways to expand the partnership. • Proactively identify and mitigate risks such as volume decreases, service gaps, and changes in client relationships. • Drive revenue growth through existing product optimization, understand and communicate key differentiators, product strategy, features, and functionality. • Successfully uncover and qualify opportunities for growth to deliver great client value. • Collaborate with sales to present innovative solutions and grow existing client base. • Effectively illustrate and validate client outcomes consistently, leveraging client reporting and knowledge of client’s business goals and measures. • Conduct and lead all client business reviews and account plans to optimize value with the client's book of business. • Ensure industry leading quality service delivery and client satisfaction; measurements include proactive client management, timely escalation and resolution of issues, and nurture clients into loyal promoters. Secure client references and permission in support of key Zelis initiatives and case studies as needed.