About the Role
Airbus Defence and Space - Secure Connectivity is a global leader in secure communications solutions, operations, and services. We are seeking a Campaign Manager for Middle East Sales to join our team in Riyadh, Saudi Arabia. This role is integral to our international sales team, focusing on expanding our reach within the Middle East region. The position supports the resilient communications needs of SatCom users in a complex space environment, requiring an understanding of the threat landscape and local politics.
The Secure Connectivity Sales team serves the global government market across four business pillars: Space Segment, MilSatCom Ground Segment, User Segment products, and Satcom Services. The mission involves identifying emerging requirements and leveraging political and industrial factors to navigate the Middle East's SatCom domain operators.
Key Responsibilities
- Manage sales activities within the Secure Connectivity sector for Middle Eastern customers.
- Develop and maintain senior-level relationships with customers, in conjunction with regional Key Account Managers (KAMs).
- Cultivate and sustain strong relationships with Middle East KAMs and Heads of Institutions.
- Gain and maintain a comprehensive understanding of local procurement processes in target nations.
- Establish and nurture relationships with Defence and Trade representatives of domestic governments to secure political support.
- Develop and manage the Secure Connectivity Middle East sales pipeline, contributing to the annual operating plan.
- Build and maintain relationships with sales representatives across Airbus program lines, including Space Systems, Defence Digital, and PSS.
- Serve as the primary point of contact for customer responses, including White Papers, RFIs, RFPs, tenders, and formal proposals.
- Develop winning strategies for each campaign (products & services) to meet customer requirements.
- Achieve budgeted targets for new business, including order intake, sales, and gross margin.
- Establish a strategic vision based on a systems-led approach, leveraging the Space digital portfolio and synergistic offerings from Connected Intelligence Programme Lines.
- Ensure customer feedback and market insights are fed back into the organization, collaborating with Strategy and Portfolio management to identify customer needs for R&D input.
- Work collaboratively with engineering and program lines to deliver competitive and coherent proposals.
- Act as a sales-led interface with all relevant internal and external stakeholders on technical, commercial, delivery, and contractual requirements.
- Prepare high-quality vetting packages in collaboration with the Bid Manager.
- Ensure the quality of all written customer responses, confirming that Airbus proposals meet specific technical, financial, and commercial needs.
- Provide leadership and customer perspective to campaign teams on active campaigns.
- Report weekly to the Head of International Sales on the status of all ongoing proposals and opportunities.
- Regularly update digital tools for sales pipeline management and target contribution.
- Represent Airbus Defence and Space at regional conferences and trade events to foster customer and partner relationships.
- Engage with Export organizations in domestic governments when utilizing a Government-to-Government approach.
Qualifications and Experience
- At least 5 years of previous professional experience in sales or proposal management is preferable.
- At least 5 years of previous professional experience managing resources and workload is preferable.
- Previous professional experience working within a Military and/or Government environment in the Middle East is preferable.
- Previous professional experience in satellite communications is desirable.
- A relevant degree in telecommunications, satellite, or business management is desirable.
- Ability to hold national and NATO Secret security clearance.
Required Skills
- Sales Management
- Business Development
- Relationship Management
- Understanding of Procurement Processes
- Sales Pipeline Management
- Proposal Management
- Contract Negotiation
- Knowledge of Telecommunications and Satellite Technology
- Market Trends Analysis
- Strategic Planning
- Customer Relationship Management
- Presentation Skills
- Negotiation Skills
- Resilience
- Collaboration
- Flexibility
- Ability to build and maintain strategic relationships with key partners and customers.
- Ability to present a compelling narrative to diverse audiences.
- Proven ability to manage sales pipelines, plan and conduct contract negotiations, and present effectively.
- Capacity to articulate pipeline and customer growth strategies at Board level.
- Skill in utilizing formal and informal networks to gain support and advocacy for proposals.
- A self-starter with a hunter mentality, capable of identifying requirements ahead of declared customer intent.
- Ability to identify priority tasks, forecast obstacles, and proactively implement mitigation strategies.
- Demonstrated positive attitude and perseverance in a challenging environment.
- Strong interpersonal skills and the ability to work effectively in a team.
- Capacity to maintain constant communication on active campaigns.
- Ability to act with transparency and promote open dialogue with all stakeholders.
- Capability to gain buy-in to follow ideas and strategic intent.
- Creative, "thinking outside the box" approach to tasks.
Work Environment and Location
This is a full-time, permanent position based in Riyadh, Saudi Arabia. The role requires regular travel within the Middle East region. This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation, and sustainable growth.
Company: Airbus Defence and Space Saudi Limited
Airbus is committed to achieving workforce diversity and creating an inclusive working environment. We welcome all applications irrespective of social and cultural background, age, gender, disability, sexual orientation, or religious belief. Airbus supports flexible working arrangements where possible.
