Sales Manager - Software Advisory Services - Dubai, UAE
Overview:
Connor Consulting International provides highly specialized accounting and advisory solutions to ensure contract, license, and royalty compliance. The company has experienced enormous growth since its inception in 2009. The practice has more than doubled in size every year and is presently serving as a trusted advisor to a broad range of clientele in various industries across the globe, including clients from Fortune 500 companies.
Connor’s continued pursuit for excellence in the delivery of professional contract compliance services has gained trust and recognition of the world’s largest software vendors. The company’s experienced teams ensure our clients are served by the best tenured industry experts.
With the continuous business growth and expansion of Connor and its clients, we are looking for a high-performing Sales Manager to drive new business and account growth for our IT Asset Management (ITAM), and related advisory/managed services across the Middle East (primarily UAE, KSA, Qatar, Oman, Bahrain, Kuwait). The role requires a strong solutions-selling background, preferably in ITAM/SAM, ServiceNow, Flexera, ITSM, security, or data center/infrastructure services.
You’ll own the sales number, drive the territory plan, work closely with presales/consulting, and build a healthy pipeline through both direct and partner-led motions.
Key Responsibilities
Sales Strategy & Ownership
- Own and achieve annual sales and revenue targets for the assigned territory.
- Build and execute territory and account plans for enterprise and upper mid-market accounts.
- Identify, qualify, and close deals for:
- ITAM / SAM assessments & advisory
- Managed ITAM / ServiceNow ITAM services
- Tool implementation (e.g., ServiceNow SAM Pro, Flexera, Snow, etc.)
- Related ITSM / security / infra services where relevant
End-to-End Deal Management
- Drive the full sales cycle: prospecting, qualification, discovery, solution positioning, proposal, negotiation, closure.
- Lead and coordinate with presales, consulting, and delivery teams to shape compelling solutions.
- Build CxO-level relationships (CIO, CFO, CPO, IT Directors, Procurement Heads, Audit, Risk, etc.).
- Own pricing discussions, commercial constructs (fixed fee, T&M, managed services, gain-share, etc.) with internal approvals.
Partnerships & Ecosystem
- Develop and manage strong working relationships with ServiceNow, Flexera/Snow, cloud providers, and regional SIs/channel partners.
- Drive joint GTM initiatives, campaigns, and events with key technology partners.
- Work with marketing to run targeted campaigns, events, and webinars around ITAM/ServiceNow.
Pipeline, Forecasting & Governance
- Maintain an accurate pipeline and forecast in CRM (incl. stage, value, close date).
- Provide regular business reviews and reporting to management.
- Track and report competitive intelligence, market trends, pricing signals, and win/loss learnings.
Team & Market Leadership
- Mentor and guide Sales Executives / Inside Sales on account strategy, pitches, and objection handling.
- Contribute to sales playbooks, pitch decks, and case studies to strengthen our positioning in ITAM/ServiceNow.
Required Experience & Skills
Must-Haves
- 8–10 years in enterprise B2B IT sales in the Middle East (preferably GCC).
- Proven track record of selling solutions/services (not just products), ideally from:
- ITAM / SAM / license management
- ServiceNow (ITSM / ITAM / ITOM)
- Flexera / Snow / similar ITAM tools
- ITSM platforms or security / DC / infrastructure / managed services providers, or SIs.
- Experience in selling to CIO/IT, Procurement, Finance, InfoSec stakeholders.
- Strong consultative selling skills – discovery, value articulation, business case selling.
- Comfortable handling deal sizes in the USD 200K–1M+ range (services + tools).
Good-to-Haves
- Understanding of software licensing, compliance, audit risk, and cost optimisation.
- Exposure to ServiceNow SAM Pro / HAM Pro / ITSM.
- Existing network in Banking, Government, Oil & Gas, Telecom, Healthcare in GCC.
- Experience working with or within global ITAM/SAM/IT services firms.
Personal Attributes
- Ownership mindset – “run it like your own business”.
- Strong communication and presentation skills; able to simplify complex topics.
- Comfortable in a fast-growing, entrepreneurial environment.
- Willingness to travel within GCC as required.
Indicative KPIs
- Annual revenue and GP target achievement.
- Qualified pipeline coverage (e.g., 3–4x of target).
- New logo acquisitions in priority sectors.
- Expansion in existing accounts (cross-sell / up-sell).
- Partner-sourced / influenced revenue contribution.
Why you will love working for Connor Consulting:
- Amazing work culture and environment
- Competitive pay
- Generous benefits package
- Excellent career growth opportunities (You'll grow as we grow!)
- Paid Holidays, Sick Time, and PTO
Benefits - Why Connor?
We approach every relationship with purpose, attention, and a little fun! You can expect a flexible working environment, paid mental health days, a generous vacation package, and competitive compensation. You’ll be working with a highly driven, collaborative global team that values trust, accountability, and continuous learning. We nurture our people in a culture that promotes diversity and individuality that sparks innovation and creativity.
Connor Consulting is an equal opportunity employer and values diversity, equality, and inclusion. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
If you are a professional who is looking for an opportunity where you can put your honed skills and abilities to work for a mission that you are passionate about, then this is the right career opportunity for you.
Join us and be part of our Global Team. Apply now!
Top Skills
What We Do
Connor's mission is to make a positive impact on our people's lives, the lives of the people we interact with, and the communities we live in. Our global team is driven by our mission and values, committed to doing our best for each other, our clients and our communities every day. Every employee at Connor is positioned to have an impact, knowing the status quo is not good enough.
Our services are primarily focused on 3rd party relationships - with our Royalty and Software License Compliance services helping companies secure their revenue streams, and our GRC and vendor management solutions providing insights and assurance for cyber-security and ESG risks. By staying true to our mission and values, our team of highly specialized professionals help our customers achieve their business goals, while strengthening their 3rd party relationships.
We drive on diversity being our strength, operating as a single firm in more than 20 countries. Connor’s clients span from the largest IP and Software licensors across the globe, to many of the future industry leaders. We embody the David vs. Goliath story and thrive on it - embracing challenges from our Big 4 competitors daily. Our nimbleness allows us to truly tailor our services to our clients' needs, supported by our technology first mindset in customer engagement and data analysis. Our proprietary technology across ConnorX and Data Platform uniquely positions us to deliver marketing level customer experience and insights to the compliance industry.
Our People are our only assets. Ask our people how they feel about working at Connor, and they'll all say the same thing: They feel proud to be part of a team that not only strives to be smarter and better for our clients but offers endless opportunities to grow and learn along the way.
We are more than just accountants; we are trusted advisors invested in the long-term financial success of their businesses.
