ABOUT DEPARTER - THE KNOW-WHO PEOPLE
Departer is a leading German Executive Search firm with over 20 years of experience in global leadership recruitment. We specialize in placing executives in medium-sized enterprises and private equity portfolio firms across DACH, MEAI, ASIA, and ANZ regions. With a deep understanding of the DACH economy, we facilitate successful placements within global management teams across corporate headquarters and entities abroad.
Our client is a leading provider of connectivity and network infrastructure solutions, known for delivering high-quality, innovative systems to telecom operators, utilities, and large-scale infrastructure projects across the Middle East. With a strong track record in enabling reliable, future-ready networks, they focus on strategic partnerships and long-term customer success. As they continue to expand their presence in the UAE, they are seeking an experienced and commercially driven Key Account Manager (m/f/d) to manage and grow strategic accounts in the telecom and utilities sectors, drive project conversions, and play a key role in strengthening the company’s footprint in this fast-growing market.
Your duties and responsibilities will include:
- Own sales revenue, order intake, margin, and market share for assigned key accounts in the UAE telecom and utilities sectors
- Develop and execute strategic account plans, including targets, product mix, margin objectives, framework agreements, and multi-year opportunity pipelines
- Drive specification, tendering, and project conversion into orders through strong technical and commercial leadership
- Build and manage senior-level relationships with telecom operators, utilities, and their EPCs, system integrators, and consultants
- Identify, qualify, and actively manage a robust sales pipeline aligned with customer budget cycles and tender calendars
- Lead bid strategies and closing plans, coordinating internal technical and commercial teams to secure profitable deals
- Negotiate commercial terms within approval limits while protecting pricing discipline and margins
- Ensure accurate forecasting and pipeline management in CRM, with clear ownership of results
- Monitor market, competitor, and tender activity to identify opportunities and support strategic positioning
- Manage customer escalations and support successful project execution in close coordination with internal stakeholders
To be successful in this role you should have the following skills and experiences:
- Bachelor’s degree in Engineering, Telecommunications, Electrical, Network Engineering, or related field
- Strong engineering mindset; able to translate technical requirements into competitive commercial proposals
- 5–10 years key account sales experience in UAE telecom and utilities with proven results
- Success in specification selling, tender management, and framework agreements
- Solid understanding of telecom infrastructure, fiber connectivity, OSP/FTTx, and structured cabling
- Ability to interpret technical specifications, drawings, and BOQs, ensuring solution compliance
- Strong negotiation, commercial acumen, pricing discipline, and contract/margin management
- Experienced in structured account planning, stakeholder management, and executive-level engagement
- Skilled in bid management, project lifecycle oversight, and disciplined follow-through
- High ownership, compliance mindset, and effective cross-functional collaboration (presales, operations, supply chain, finance)