Regional Sales Manager, IAM

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.

JOB OBJECTIVE   

As we continue to expand our operations, we are seeking a highly motivated and results-driven Regional Sales Manager to join our dynamic team in Riyadh to sell across the META region with a focus on Saudi Arabia.

As the Regional Sales Manager, you will be responsible for driving revenue growth and expanding market share in the META region.

You will collaborate closely with the marketing, channel, sales engineering and professional services teams to ensure the successful reach of your sales goals. Your focus will be on cultivating strong relationships with key stakeholders in the Enterprise market, to promote our innovative solutions and increase our market presence in META.

ROLES & RESPONSIBILITIES

             

• Develop and implement a comprehensive sales strategy to (over)achieve yearly revenue targets and maximize market penetration in META.
• Identify potential customers, create a robust pipeline, and convert leads into successful deals. Work with marketing and (channel) partners to create new opportunities.
• Proactively drive all aspects of the sales cycle including prospecting, qualifying, presenting, organizing demos and POVs (proof of value), responding to RFPs, negotiating, and closing processes.
• Establish and nurture long-term business relationships with key decision-makers and influencers.
• Continuously monitor market trends, competitor activities, and regulatory changes to capitalize on opportunities and address potential threats effectively.
• Actively contribute to account-based-marketing campaigns, events, external communications, and other go-to-market activities.
• Accurately forecast quarterly and annual revenue streams.
• Maintain rigorous, detailed, and up-to-date records on leads and opportunities in SFDC.
• Attend and assist with corporate and field marketing events.
• Regularly visit key existing partners/customers, actively involved in the recruitment of key new partners.
• Continue to train yourself on relevant IAM trends and new products.

WORK EXPERIENCE REQUIREMENTS           

• Significant experience and a proven track record in selling complex cloud services to medium and large accounts.
• Demonstrable knowledge of IAM and/or cybersecurity and/or cloud solutions.
• Successful history of working with Resellers, VARs, System Integrators, and GSIs.
• Working in high-paced sales environments.

QUALIFICATION, CERTIFICATION & EDUCATIONAL REQUIREMENTS    

• Bachelor’s degree in Business, Computer Science, or any other relevant field of study.
• Familiar with Enterprise Sales methodologies e.g., MEDDPICC.

PREFERRED SKILLS            

• Demonstrated success in achieving and exceeding sales targets, managing deals, and building strong customer relationships.
• Extensive knowledge of the Enterprise market, including key players, market dynamics, and the regulatory landscape.
• Ability to speak to C-level and navigate through all levels of an organization to close deals.
• Exceptional sales and communication skills.
• Good writing and presentation skills: Able to articulate complex technical concepts in a clear and concise manner, (co-)write proposals, answer and present RFPs, and guide PoV’s.
• Strong ability to structure and manage the deal process with internal and external stakeholders and parties in a timely manner and at the highest quality.
• Proven ability to negotiate complex deals with various buyer personas at mid to higher management levels within customers.
• Technical acumen and proficiency with various business productivity sales tools, such as Microsoft O365 and Salesforce.com.
• “Hunter” profile, self-motivated and a team player. Comfortable with building and driving pipeline by yourself as well as with partners and marketeers.
• Fluent in English and Arabic.

SPECIAL POSITION REQUIREMENTS

• Ability to travel domestically and internationally up to 50% of the time.

PHYSICAL DEMANDS

• Prolonged periods of working on a computer.

HSE RESPONSIBILITIES      

• Take care of your own safety and the safety of others as far as practicable.
• To be aware of, and play an active role in the achievement of Thales HSE policy & objectives.
• Comply with local HSE laws and legislation.
• To use safety equipment (including PPE) as required and intended.
• Lead by example and actively encourage departments to look at ways to conserve water & energy, minimize the generation of waste, and encourage recycling.
• Every one within Thales has the right to stop work if they believe that their activities may affect their health and safety or that of others. In this circumstance, such conditions must be reported immediately to their line manager and the HSE department.

At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now!