About the Role
Thales is seeking a Sales Manager with specialized experience in Physical Security Systems to join its team in Riyadh, Saudi Arabia. This role is part of the KSA sales team within Thales SIX PRS SEC, focusing on developing order intake and driving growth for Thales Security Solutions & Services across the Kingdom. The position involves four key business areas: critical infrastructure protection, airport security, large events and crisis management, and safe & smart cities. The successful candidate will be responsible for architecting and delivering interoperable and secure information and telecommunications systems, utilizing digital technologies for physical protection and critical information systems.
With a 40-year presence in Saudi Arabia and a growing team, Thales is a provider of advanced solutions for defense, security, and civil operators. The company is involved in national projects contributing to the safety and security of critical infrastructure, electronic payment systems, and defense capabilities in the Kingdom. This position offers an opportunity to contribute to digital technologies and secure Saudi Arabia's future.
Key Responsibilities
- Drive order intake and achieve required net margin for opportunities valued from hundreds of thousands to tens of millions of SAR.
- Identify and develop new business opportunities within designated domains, engaging both existing and new customers.
- Manage the end-to-end sales process, including opportunity qualification, proposal preparation and submission, and contract negotiation through to signature.
- Develop and present value propositions in collaboration with internal and external stakeholders.
- Coordinate with relevant Thales Global Business Units, such as Thales SIX and Thales CDI.
- Manage transverse relationships with the Thales Country Director, Key Account Managers, Bid Managers, Marketing, Finance, and Legal departments.
- Promote and lead dedicated working groups for new projects.
- Establish and manage external partnerships with entities including Royal Commissions, municipalities, EPC companies, and Telecom providers.
- Ensure proposed offers, in conjunction with partners, are optimized while protecting Thales' interests.
- Contribute to the definition and implementation of business and sales strategies in cooperation with the Domain Leader, PRS Business Line, Country, and Sales Directorate (SIX).
- Drive transformation towards new digital business models, focusing on Thales Security Digital Platform business development, and ensure business targets are met.
- Provide efficient, transparent, and regular reporting to the KSA Sales Director, adhering to Thales sales processes.
- Ensure comprehensive application of Thales sales processes, including gates, ethical rules, anti-trust rules, MYB, and SBP.
- When acting as a capture leader, coordinate bid team efficiency and involvement to ensure high-quality proposal deliveries and achievement of results.
- Champion and promote digital, disruptive, or innovative offers, particularly those related to the Security Digital Platform.
- Provide focus and priorities to management and propose objectives.
Qualifications and Requirements
- Master's/Bachelor's Degree in Sales or Engineering with a Sales specialization.
- A minimum of 10 years of sales management experience in the GCC region, with a strong preference for the security domain.
- Proven experience in selling end-to-end systems and solutions, including working with industrial partners.
- Demonstrated experience in managing major accounts (*, EPC, Telecom) and establishing partnerships with large industrial companies.
- A significant track record in selling complex solutions to demanding customers.
- Successful experience in building and implementing growth strategies.
- Proficiency in managing the sales process, including proposal preparation and contract negotiation.
- Experience in developing and presenting value propositions.
- Proven ability in stakeholder and partnership management.
- Experience in driving digital business model transformation.
Required Skills
- Extensive sales management expertise within the security domain.
- Strong digital business acumen.
- Proficiency in selling end-to-end systems and solutions, including collaboration with industrial partners.
- Robust business background and a proven track record in the region, with deep knowledge and experience in Saudi Arabia and the broader GCC.
- Expertise in critical infrastructure protection, airport security, large events and crisis management, and safe & smart cities.
- Skilled in sales process management, proposal preparation, and contract negotiation.
- Adept at developing compelling value propositions and managing diverse stakeholders.
- Exceptional partnership management capabilities.
- Proficient in implementing business strategies and driving digital business model transformation.
- Excellent communication, business drive, transparency, and trustworthiness.
- High adaptability, open-mindedness, strong listening skills, and tenacity.
- Ability to perform under pressure on significant projects with demanding partners.
- Strong teamwork, consensus-building, and leadership qualities.
- Outstanding interpersonal skills, endurance, and negotiation capabilities.
- Ability to understand customer expectations and ensure their acceptance internally.
- Proficient in reporting and ensuring the thorough application of sales processes.
- Skilled in coordinating bid teams for proposal quality and result achievement.
- A proactive approach to promoting innovative offers, especially around digital security platforms.
- Capability to provide focus, set priorities, and define objectives.
- Ability to adapt to complex environments and organizations.
Work Environment and Additional Information
This is a full-time position based in Riyadh, Saudi Arabia. Fluency in English is required, and fluency in Arabic is essential. Knowledge of French would be an advantage. Thales offers career development opportunities within a global organization, including potential for international mobility.
