• Build, advance, and maintain an active pipeline aligned to annual quota and forecasting expectations • Target customer segments include Public Safety Answering Points (PSAPs), Fire and Police Services, municipalities and regional authorities, Emergency Operations Centers (EOCs), and organizations requiring mass notification and public alerting capabilities • Adopt AI tools as part of daily support workflows to enhance productivity, improve response quality, and support continuous learning. • Accurately understand, deliver, and articulate Versaterm’s value propositions to local government agency prospects and decision-makers • Demonstrate software solutions to agency leadership and end-users • Operate effectively in a fast-paced, growing business unit while working within Versaterm’s overall sales parameters • Manage all activity related to your sales opportunities within Versaterm’s Salesforce CRM system • Stay up to date on the public safety competitive landscape and emerging technologies • Perform other related duties as assigned to support team objectives, departmental needs, and overall organizational priorities • Operate comfortably in regulated environments with long sales cycles, multiple approval layers, and high operational accountability • Position NG9-1-1 call handling and emergency notification solutions in compliance with Canadian standards, including CRTC directives, provincial frameworks, and telecom partner requirements • Drive solution-based selling across call handling, UCMS, logging, and emergency notifications, positioning Versaterm as a long-term public safety partner • Lead complex, multi-stakeholder sales cycles involving procurement teams, technical authorities, telecom partners, and executive leadership • Collaborate closely with Canadian telecom providers, technology partners, and system integrators to support successful deployments and long-term customer success

• Develop and execute a strategic sales plan to grow Argano's Technology, Media, Entertainment, and Telecommunications business within the Microsoft Business Unit. • Build and advance a qualified pipeline through targeted business development and executive relationship management. • Lead complex sales pursuits focused on business transformation, digital innovation, and platform modernization outcomes. • Position the full Microsoft stack, with emphasis on AI, Business Applications, Security, Azure, Data, and Modern Work. • Engage TMT clients with insight into industry priorities such as customer engagement, content and product innovation, data-driven operations, cybersecurity, and transformation at scale. • Collaborate with internal leaders, solution teams, and Microsoft stakeholders to shape account strategy and proposals. • Lead executive-level client discussions, commercial negotiations, and deal progression through close. • Meet or exceed assigned revenue, pipeline, and growth objectives.

• Consistently achieve and exceed annual enterprise sales targets through disciplined execution and strategic account planning • Establish Veeam as a mission-critical partner, not a point solution, within assigned enterprise accounts • Drive net-new adoption and platform expansion across complex, multi-stakeholder environments • Build and execute account-based strategies that align to customer business priorities, risk posture, and long-term transformation initiatives • Own and lead end-to-end enterprise sales cycles, from executive discovery through close and expansion • Develop and execute multi-year territory and account strategies grounded in data, customer insight, and competitive intelligence • Lead complex negotiations by clearly articulating business value, ROI, and risk reduction, not just product capability • Engage CIOs, CISOs, VPs of IT, and other senior stakeholders in outcome-driven conversations • Build and maintain accurate, inspection-ready forecasts and pipeline coverage • Coordinate effectively with Systems Engineering, Channel Partners, Marketing, SDRs, Deal Desk, Legal, and Customer Success

DescriptionTufin is a PE-backed cybersecurity company helping large enterprises simplify, automate and secure enterprise hybrid network environments. Our platform enables security, network and cloud teams to automate network security policy management, reduce operational risk, improve compliance and accelerate secure change across multi-vendor and hybrid-cloud environments. We are seeking a quota-carrying Enterprise Account Executive to drive strategic new-logo acquisition and accelerate enterprise growth across the UAE market. This role offers the opportunity to help shape Tufin’s next phase of growth in one of the region’s most strategic cybersecurity markets. This is a high-impact individual contributor role focused on building pipeline, developing partner-led opportunities and closing complex cybersecurity opportunities across large commercial, public sector and strategic accounts. The UAE represents a key growth market for Tufin, with the opportunity to expand on existing regional customer references, deepen strategic partner engagement and drive significant new enterprise penetration. The successful candidate will be a proven enterprise cybersecurity seller with strong UAE/GCC market knowledge, succeeding within navigating partner-led and channel-driven sales environments and the ability to create demand directly with end customers while leveraging partners to scale access, influence and execution. What You’ll Do - Own new-logo revenue growth across an assigned UAE territory and/or named enterprise accounts. - Build and execute a strategic territory plan covering target accounts, whitespace opportunities, key partners, pipeline creation and close strategy. - Create, manage and convert enterprise pipeline through a combination of direct prospecting, executive engagement, partner-led demand generation and marketing activity. - Develop joint account strategies with IT resellers, system integrators and distributors to identify opportunities, activate partner sales and technical teams and accelerate deal progression. - Engage senior stakeholders across security, networking, cloud, risk, compliance and procurement functions within large enterprise organisations. - Position Tufin’s value around network security policy management, firewall policy automation, hybrid-cloud security, compliance, operational resilience and security transformation initiatives. - Own the full enterprise sales cycle from prospecting and qualification through technical validation (with Sales Engineering support), commercial negotiation and close. - Navigate complex multi-stakeholder sales processes and long-cycle enterprise engagements across commercial and public-sector environments. - Apply disciplined qualification, forecasting and deal inspection using Salesforce and structured sales methodologies such as MEDDPICC. - Partner closely with Sales Engineering, Channel, Marketing and Leadership teams to build repeatable and scalable new-logo success across the region. - Represent Tufin at customer meetings, partner engagements, industry events and regional cybersecurity forums. - Deliver consistent quarterly execution while building sustainable long-term pipeline and strategic account momentum. Requirements - 7+ years of successful enterprise software sales experience, ideally within cybersecurity, networking, cloud security or infrastructure software. - Proven track record of acquiring and closing new enterprise accounts in complex, competitive environments. - Experience selling into the UAE and wider GCC market, with strong understanding of regional enterprise buying processes, procurement models and partner ecosystems. - Strong experience working with IT resellers, system integrators and cybersecurity distributors within channel-led sales motions. - Able to create end-customer demand while effectively leveraging partners to scale reach, influence and execution. - Comfortable engaging CISOs, CIOs, network security leaders, cloud/security architects, procurement stakeholders and executive sponsors. - Strong commercial discipline across pipeline generation, qualification, forecasting, account planning and CRM hygiene. - Able to translate technical networking and security challenges into clear business and operational value. - Self-sufficient, accountable and comfortable operating in a high-growth, PE-backed environment with ambitious growth expectations. - Strong communication, presentation, negotiation and executive engagement skills. - Willingness to travel across the UAE and wider region as required. Preferred Experience - Experience selling into banking, government, energy, telecoms or large enterprise sectors. - Familiarity with firewall operations, network security policy management, compliance, hybrid-cloud environments or security automation platforms.