Job Description
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Job Title:  Technical Sales Specialist -Commercial
Posting Start Date:  7/16/26
Job Description: 

Job Summary

We are seeking an experienced Technical Sales Specialist – Commercial to drive technology sales across GBM Dubai’s full portfolio of Software-Defined Data Center (SDDC), Cloud, Security, and Networking solutions. Aligned to a defined set of commercial accounts, the role partners directly with Account Managers to own the technical sales motion end-to-end — from opportunity discovery and solution architecture through proposal, proof-of-concept, and successful closure. The ideal candidate is a trusted technical advisor who combines deep multi-domain expertise with strong commercial acumen, a clear understanding of the UAE commercial landscape, and the ability to translate complex technology into measurable business outcomes for C-level stakeholders.

Job Description

  • Own the technical sales strategy and execution for an assigned portfolio of commercial accounts, working hand-in-hand with Account Managers to drive pipeline growth, bookings, and customer satisfaction.
  • Engage directly with customer stakeholders — from infrastructure and security teams to CIO, CTO, CISO, and Head of Digital — to understand business objectives, regulatory drivers, and technical priorities.
  • Design and position end-to-end solutions across the full GBM portfolio: SDDC (compute, storage, virtualization, hyperconverged), Private/Hybrid/Public Cloud, Cybersecurity, and Enterprise & Data Center Networking.
  • Lead solution workshops, executive briefings, technical presentations, and product demonstrations tailored to financial services and commercial enterprise use cases.
  • Develop high-level designs (HLD), reference architectures, Bills of Material (BoM), and commercial proposals; respond to RFPs, RFIs, and RFQs with compelling, differentiated technical responses.
  • Plan and execute Proof-of-Concepts (POCs), pilots, and solution validations in collaboration with vendors, distributors, and GBM delivery teams.
  • Identify cross-sell and up-sell opportunities across the SDDC, Cloud, Security, and Networking portfolio within named accounts, expanding GBM’s footprint and wallet share.
  • Maintain strong working relationships with strategic vendor partners (e.g., VMware, Cisco, Dell Technologies, NetApp, HPE, Nutanix, Microsoft, AWS, Fortinet, Palo Alto Networks, F5, CrowdStrike) to ensure access to the latest roadmaps, programs, and incentives.
  • Ensure clean handover of won opportunities to project delivery and managed services teams, supporting account continuity throughout the engagement lifecycle.
  • Maintain accurate opportunity, forecast, and activity data in CRM tools, and contribute to account planning and quarterly business reviews.
  • Stay current with emerging trends and innovations across cloud, AI/ML infrastructure, cybersecurity, zero trust, SASE, modern data center, and digital technologies.

 

Skill

  • Bachelor’s degree in Computer Science, Information Technology, Engineering, or a related field (or equivalent professional experience).
  • Minimum 7–10 years of experience in technical sales, presales, or solution architecture roles, with a strong track record in selling complex infrastructure and security solutions to enterprise customers.
  • Demonstrated experience working with large commercial enterprise accounts, ideally within the UAE or wider GCC market.
  • Broad, multi-domain technical expertise across:
    • SDDC: server virtualization, hyperconverged and converged infrastructure, software-defined storage and networking, enterprise compute and storage platforms (e.g., VMware vSphere / VCF / NSX / vSAN, Nutanix, Cisco UCS/ACI, Dell, HPE, NetApp, Pure Storage).
    • Cloud: private, hybrid, and public cloud architectures, cloud migration and modernization, containerization and Kubernetes, FinOps and cloud governance (AWS, Microsoft Azure, Google Cloud, VMware Cloud, OCI).
    • Security: next-generation firewalls, network and cloud security, endpoint and XDR, SIEM/SOC, identity and access management, Zero Trust, SASE/SSE, data protection, and security operations.
    • Networking: enterprise and data center networking, SD-WAN, campus and wireless, routing and switching, application delivery and load balancing.
  • Solid understanding of the regulatory and compliance environment for financial institutions in the UAE, including Central Bank of the UAE requirements, NESA / UAE IAS, PCI-DSS, and ISO 27001.

Strong commercial awareness, with experience contributing to account plans, deal qualification, pricing strategy, and competitive positioning.

Core Competencies

  • Teamwork with Organization / Function
  • Problem solving
  • Communication
  • Balanced Risk Taking
  • Solution Selling strategies and techniques
  • Business Performance
  • Developing value proposition
  • Negotiation (internal functions or external customers)
  • Prospecting, qualifying and Closing sales leads
  • Leverage Sales Tools, Data & Analytics
  • Social Media Engagement (LinkedIn/Twitter/Instagram etc)
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