Technical Account Manager

Role overview

This position sits at the intersection of customer success, technical consulting, and account growth. The Technical Account Manager will work directly with customers, distributors, and channel partners to improve satisfaction, support retention, and uncover expansion opportunities. The role calls for both technical depth and commercial awareness to explain product value, support the procurement and renewal process, and help customers achieve measurable outcomes.

Sales engineering and technical validation

• Prepare and deliver both executive-level and in-depth technical presentations, and lead persuasive proof-of-value demonstrations.
• Address customer questions on product capabilities, roadmap direction, and business fit.
• Create strong technical material for formal sales documentation, including responses to RFIs and RFPs.

Account growth, renewals, and pipeline management

• Spot, qualify, and progress upsell and cross-sell opportunities across the existing account base.
• Work with partners and distributors to shape solution bundles and value-based proposals for joint customers.
• Own the renewal approach and coordinate with customers and channel partners to secure year-over-year contract renewals and expansion.
• Align renewal activity with procurement schedules, budget planning, and framework agreements.
• Maintain the full opportunity pipeline in CRM for expansion and renewal business, and provide visibility into forecasting.
• Track upcoming procurement events, tenders, and RFPs early enough to support planning and execution.
• Support customer purchasing processes with technical input for RFPs/RFQs, bill-of-materials checks, license mapping, and contractual alignment.

Customer success and advisory responsibilities

• Build and sustain trusted relationships across business and technical stakeholders, acting as the primary customer contact and success partner.
• Run periodic platform health reviews and business reviews, and provide guidance and training that improve adoption and usage.
• Monitor and report on product utilization to show value delivery against customer goals.
• Develop remediation plans for accounts showing risk, support resolution of critical technical issues, and communicate customer needs to Product Management and Engineering.
• Meet clients regularly to strengthen collaboration and help align solutions with frameworks such as CIS, PCI DSS, and VAPT.
• Join joint planning sessions with distributors and partners to align success plans, renewal priorities, and expansion roadmaps with customer security and procurement needs.

Qualifications and skills

• A bachelor's degree and 6 to 10 years of relevant experience are required.
• Strong command of English and Arabic, both written and spoken, is essential.
• Excellent presentation skills and the ability to communicate professionally over email, in reports, and in response to RFPs are important.
• The candidate should be organized, analytical, and capable of removing sales blockers through flexible, creative problem-solving.
• Hands-on knowledge of TCP/IP, networking, vulnerability management, policy compliance and audit tools, cloud security, cloud technologies, firewalls, web application security, endpoint detection and response, and related enterprise security solutions is expected.
• Familiarity with audit and governance frameworks such as CIS, NIST, CobiT, ISO27001, ITIL, and NERC-CIP is considered an advantage.
• Professional information security certifications such as CISSP or CISA are a plus.
• A strong work ethic and a proactive, results-oriented mindset are required.
• Understanding of emerging areas including DevOps, digital transformation, artificial intelligence, and machine learning is beneficial.
• Willingness to travel across the assigned sales territory is necessary.

Additional information

This opportunity is based in Dubai, United Arab Emirates, and is intended for a full-time, onsite professional who can partner closely with internal teams, customers, and channel stakeholders.