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Contract TypeContract TypeFull-time
Workplace typeWorkplace typeOn-site
LocationLocationRiyadh

About the Role

Thales, a global leader in identity management and data protection, is seeking a motivated and results-driven Regional Sales Manager, IAM to join its team in Riyadh. With a 40-year presence in Saudi Arabia, Thales plays a key role in delivering advanced systems across various sectors. This position is critical for driving revenue growth and expanding market share within the META region, with a specific focus on Saudi Arabia.

The Regional Sales Manager will be responsible for cultivating relationships with key stakeholders in the Enterprise market, promoting Thales' solutions, and increasing market presence. Collaboration with marketing, channel partners, sales engineering, and professional services teams will be essential to achieve sales objectives.

Key Responsibilities

  • Develop and implement a comprehensive sales strategy to meet and exceed yearly revenue targets and maximize market penetration in the META region.
  • Identify potential customers, build a robust sales pipeline, and convert leads into successful deals, working with marketing and channel partners to generate new opportunities.
  • Manage all aspects of the sales cycle, including prospecting, qualifying, presenting solutions, organizing demonstrations and Proofs of Value (PoVs), responding to RFPs, negotiating, and closing deals.
  • Establish and nurture long-term business relationships with key decision-makers and influencers within target organizations.
  • Monitor market trends, competitor activities, and regulatory changes to identify and capitalize on opportunities while addressing potential threats.
  • Contribute to account-based marketing campaigns, events, external communications, and other go-to-market activities.
  • Accurately forecast quarterly and annual revenue streams.
  • Maintain detailed and up-to-date records of leads and opportunities in *********** (SFDC).
  • Attend and assist with corporate and field marketing events.
  • Regularly visit key existing partners and customers, and actively participate in the recruitment of new strategic partners.
  • Continuously enhance knowledge of relevant Identity and Access Management (IAM) trends and new product offerings.

Qualifications and Requirements

  • Significant experience and a proven track record in selling complex cloud services to medium and large enterprise accounts.
  • Demonstrable knowledge of IAM, cybersecurity, and/or cloud solutions.
  • Successful history of working with Resellers, Value-Added Resellers (VARs), System Integrators, and Global System Integrators (GSIs).
  • Experience working in high-paced sales environments.
  • Bachelor's degree in Business, Computer Science, or a relevant field.
  • Familiarity with Enterprise Sales methodologies, such as MEDDPICC.
  • Ability to travel domestically and internationally up to 50% of the time.
  • Ability to work for prolonged periods on a computer.
  • +10 years of experience.

Required Skills

  • Complex Cloud Services Sales
  • Identity and Access Management (IAM)
  • Cybersecurity
  • Cloud Solutions
  • Enterprise Market Expertise
  • Sales Strategy Development
  • Pipeline Management
  • Sales Cycle Management
  • Relationship Building
  • Market Trend Analysis
  • Account-Based Marketing
  • Revenue Forecasting
  • *********** (SFDC) proficiency
  • Partner Recruitment
  • Sales Methodologies (*, MEDDPICC)
  • C-level Communication
  • Negotiation Skills
  • Technical Acumen
  • Proficiency with business productivity sales tools, including Microsoft O365 and ************
  • Exceptional Sales and Communication Skills.
  • Strong Writing and Presentation Skills, with the ability to articulate complex technical concepts clearly and concisely, co-write proposals, answer and present RFPs, and guide PoVs.
  • Ability to structure and manage the deal process with internal and external stakeholders in a timely and high-quality manner.
  • Proven ability to negotiate complex deals with various buyer personas at mid to higher management levels within customers.
  • A "Hunter" profile: self-motivated and a team player, comfortable with building and driving pipeline independently as well as with partners and marketing teams.
  • Fluency in both English and Arabic.

Work Environment and Location

This is a full-time position based in Riyadh, Saudi Arabia. The role requires the ability to travel domestically and internationally up to 50% of the time.

Thales is committed to employee development and offers career opportunities across its global network. The company believes in flexible working practices. Employees are expected to adhere to Health, Safety, and Environment (HSE) policies, taking responsibility for their own safety and the safety of others, and complying with local HSE laws and legislation. This includes the proper use of safety equipment and promoting resource conservation.

Requirements

  • Requires +10 Years experience

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