Own the account plans, relationships, revenue and gross margin for a defined set of defence, nationalsecurity and critical-infrastructure customers.
• Build trusted relationships with decision-makers, programme owners, technical authorities and
procurement.
• Make SCC the integrator that prime contractors bring in, and lead the commercial side of teaming and
partner agreements.
• Lead capture on priority pursuits: early engagement before tender, win themes, competitor analysis and
price to win.
• Create, qualify and progress pipeline; keep opportunity records, close plans, risks and decision dates
current in the CRM, and deliver an accurate weekly and quarterly forecast.
• Take pursuits through UAE defence procurement, offset and in-country value (ICV) requirements, and
keep SCC's supplier registrations current.
• Bring OEM partners into each pursuit, and register opportunities with them before pricing.
• Lead proposals, pricing and negotiation with pre-sales, delivery, security and finance, protect margin, and
hand each win cleanly to delivery.
• Hold regular account reviews with each customer on the value delivered and the next priorities.
10 or more years selling solutions and services into defence, national security and critical infrastructure,
most of it on the systems integrator side.
• Current, decision-level relationships across UAE defence and national security, and with the prime
contractors that serve them.
SCC Middle East | Job description
SCC Middle East | October 2026 Page 2 of 2
• Proven account management and capture of complex, multi-year programmes, with accurate pipeline
and forecast management.
• Working knowledge of UAE defence procurement, offset and the National In-Country Value (ICV)
Program.
• Experience negotiating teaming agreements and joint bids with prime contractors.
• Discretion with sensitive and classified information.
• Fluent Arabic and English, written and spoken.
• Eligible for UAE security clearance. This is essential for the role, and any offer is subject to security
vetting.
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Client of Xperts4 · Abu Dhabi - United Arab Emirates
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