Regional Sales Manager

Location: Riyadh, Saudi Arabia

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

We have been present in Saudi Arabia for 40 years and with over 600 employees to date, we are growing rapidly. Together we are delivering our signalling, control and train protection systems for the North -South Railway (NSR), the longest system of it’s kind in the world. Together we are key suppliers of In-flight entertainment and connectivity systems as well as air traffic management solutions in Saudi. We are making Saudi Arabia a safer place by securing the country’s critical infrastructure and e-security solutions that secure the country’s electronic payment systems. Thales has been selected to supply major electronic systems for air defence and the Group also supplied communication and optronic systems for the Army, the Saudi Arabia National Guards and the Air Force.

**MISSIONS & RESPONSIBILITIES**
- **Promotes and sells a dedicated portfolio for potential opportunities**:

- **Takes in orders (sales function), through actions ranging from pre-sales in cooperation with the KAMs/CDs and Business Development teams, up to the end stages of sales finalization;**:

- **In charge of summarizing and monitoring sales forecasts;**:

- **Promotes and sells a dedicated portfolio. Manages the overall sale process including, change requests and partners;**:

- **Runs sales teams and ensures that the necessary interaction takes place with the Countries, in particular through Opportunity pipeline Reviews, Sitcom meetings and Business Forums;**:

- **Supports the definition of the sales strategy for a project or, more broadly speaking, the sales approach in relation to a specific customer, working in conjunction with the KAM or CD;**:

- **Ensures customer satisfaction in cooperation with the KAM, through appropriate initiatives, addressing problems and complaints on a case-by-case basis;**:

- **Captures information on aspects such as risks & opportunities, marketing and sales to share in the Unit ( incl. with Bid/project teams), develops awareness of customer environment**:

- **Manages the team including the ability to anticipate forecast.**:

- **Able to successfully negotiate the terms of an agreement and close sales in line with expectations**:

- **Deliver on set objectives to achieve revenue and growth targets**

**DECISIONS OWNED / KEY DELIVERABLES-Mandate of the gate (=head of sales, decision co-owned)**
- OI target proposal
- Gate 1 (When no CL)
- Executive Summary
- Commercial strategy

**KEY INTERACTIONS**
- Highly preferable from cybersecurity vendors
- Account Team
- Bids and Capture teams
- Sales Operations
- Finance
- Quality & Customer Satisfaction
- Legal
- BL Stakeholders

**SKILLS & EXPERIENCE REQUIRED**
- Excellent market knowledge in the KSA government sector/Defense & security
- Listening, empathy
- Ability to adapt the offer to customer needs
- Resilience
- Negotiation
- Closing skills

**KPIs**
- OI
- GMOI & AGM
- Pipeline accuracy
- Pipeline growth on sales perimeter (BD KPI as well)

**WORK EXPERIENCE REQUIREMENTS**:
+10 years experience in the field of strategic account management & IT Security business development, 3 years out of them in cybersecurity sales.

**QUALIFICATION, CERTIFICATION & EDUCATIONAL REQUIREMENTS**:
Bachelor's degree or higher in related field (IT, Computer Science, Computer Engineering, MIS).