• Identify and cultivate new business opportunities to grow Oracle Managed Services revenue • Develop strategic relationships with C-suite and senior executives to influence long-term IT roadmap decisions • Conduct market research to understand customer needs, industry trends, and competitive positioning • Deliver compelling presentations and demonstrations showcasing Denovo’s managed services value proposition • Work cross-functionally with Marketing, Solution Architects, and Delivery teams to create high-quality proposals • Drive sales cycles from prospecting through negotiation and closure, meeting or exceeding sales quotas • Maintain accurate CRM records, ensuring strong pipeline management and activity tracking • Provide ongoing post-sales support to ensure satisfaction, renewals, and upsell-based growth • Develop referenceable accounts that can publicly advocate Denovo’s Managed Services offerings • Position no-code/low-code platforms as extensions of Oracle ERP, enabling rapid process automation, long-tail process digitization and reduction of ERP customizations • Support pricing and packaging strategies for No-code solutions, AI-enabled services and Managed Services automation add-ons

• 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