Buy-Side OMS (AIM) Sales Specialist, Dubai, Financial Solutions

About the Role
We are looking for an accomplished and highly strategic Enterprise Sales Specialist to drive net new growth for the company AIM across the Middle East & Africa. This is a senior, commercially focused role for a proven enterprise seller who can identify and create opportunities, shape client strategy, challenge established operating models, and lead complex sales processes from initial engagement through to contract execution. You will develop and execute a clear territory strategy, targeting senior decision makers across asset managers, asset owners, insurers, pension funds, sovereign institutions, and other institutional investors. You will engage C-suite and functional leaders including Chief Investment Officers, Chief Operating Officers, Heads of Trading, Heads of Compliance, and Heads of Operations to understand their strategic priorities and position the company AIM as a critical component of their investment technology architecture.

Success in this role will require more than strong product knowledge. You will bring a hunter mentality, executive presence, strategic account planning capability, and a consistent track record of converting complex client needs into significant enterprise revenue opportunities. You will position AIM as an enterprise Investment Book of Record (IBOR), order management, and trading platform, clearly articulating its strategic and commercial value across portfolio construction, order generation, multi-asset execution, pre- and post-trade compliance, cash positioning, and global market connectivity.

Responsibilities

• Own and execute the regional sales strategy for the company AIM, identifying priority markets, target institutions, competitive opportunities, and routes to revenue growth across Middle East & Africa.
• Generate significant new pipeline and revenue through proactive prospecting, strategic account development, executive engagement, and disciplined opportunity management.
• Build trusted relationships with senior decision makers, including CIOs, COOs, Heads of Trading, Heads of Compliance, Heads of Operations, and technology leaders.
• Develop a deep understanding of each prospect’s investment strategy, operating model, technology landscape, business priorities, and transformation agenda to create compelling and differentiated sales propositions.
• Lead complex, enterprise sales cycles involving multiple stakeholders across investment, trading, operations, compliance, technology, procurement, and executive management.
• Position the company AIM strategically against incumbent platforms and competitors, clearly articulating the company’s differentiation, business value, and long-term partnership proposition.
• Build persuasive business cases that connect AIM’s capabilities to measurable client outcomes, including operational efficiency, risk reduction, scalability, workflow consolidation, and improved investment decision-making.
• Partner closely with Product Managers, Implementation teams, and the company Terminal Sales to orchestrate complex client engagements, workflow evaluations, and proofs of concept.
• Navigate commercial, procurement, legal, and technology discussions and lead contract negotiations through to successful close.
• Maintain rigorous pipeline discipline, accurately forecast opportunities, and consistently deliver against ambitious revenue targets.
• Bring market intelligence and client insight back into the company, helping shape product strategy, competitive positioning, and go-to-market priorities.
• Act as a senior representative of the company’s buy-side technology offering at industry events, client forums, and executive-level engagements.

Requirements

• A strong and demonstrable track record of exceeding targets in complex enterprise software sales, ideally selling OMS, EMS, portfolio management, IBOR, or front to middle office technology into institutional buy-side clients.
• Proven ability to originate opportunities and win new business.
• Experience developing and executing strategic territory plans across large, sophisticated financial institutions.
• Strong understanding of buy-side investment and trading workflows, including portfolio management, order generation, multi-asset trading, FIX connectivity, pre- and post-trade compliance, cash management, and IBOR architecture.
• Deep commercial acumen and the ability to translate complex technology and workflow capabilities into clear strategic and financial value for senior executives.
• Demonstrated success managing long, complex, multi-stakeholder sales cycles involving C-suite sponsors, business users, technology teams, procurement, and legal functions.
• Strong negotiation skills and experience closing high-value, complex enterprise deals.
• Excellent executive presence, communication, presentation, and stakeholder management skills, with the confidence to engage and influence senior decision makers.
• A highly proactive, resilient, and results-oriented approach, with the ability to operate independently while collaborating effectively across a global organization.
• Strong knowledge of the institutional investment landscape across the Middle East & Africa, including asset managers, sovereign wealth funds, pension funds, insurers, and other asset owners.