Location: Dubai, United Arab Emirates
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.
Thales has built a presence in the United Arab Emirates for over 35 years, and today has over 300 employees. Thales in the UAE is part of our Middle East business that has 1,800 people across Egypt, Iraq, Kuwait, KSA, Lebanon, Oman, Pakistan, Qatar and UAE. Together we delivered technology for the Dubai metro, the longest driverless metro network in the world and a fare collection system that processes up to 250,000 transactions per day. We make UAE a safer place by providing secure electronic payment solutions, cyber security systems and communications as well as security systems for Dubai International Airport and air traffic management and navigation systems for Abu Dhabi's airport.
JOB OBJECTIVE
Cyber Solutions by Thales provides a range of cybersecurity services and solutions to our regional Middle East clients. The business has secured many clients in the Government and Critical National Infrastructure sectors and is now ready to capitalize on this success in the Middle East.
Our ambition is to scale up our business and increase our footprint in the Middle East region leveraging our global capability and win new cybersecurity business in our core markets (Critical Production Systems, Transportation, Defence, Aerospace, Aviation, etc.)
Cyber Solution by Thales is actively seeking a Regional Sales Manager that can harness our regional cybersecurity expertise to ensure cybersecurity remains a key component of Thales strategy by positioning our capability as real differentiator for our core products and services and especially:
- Targeting large sovereign opportunities in the designated countries attributed to the candidate
- Targeting Thales Verticals installed base directly and with/through the corresponding GBUs in the designated countries attributed to the candidate
- Promoting our services, products and portfolio to shape the best winning strategy in these designated targets
The Regional Sales Manager main role is to develop order intake and margin of the Cyber business in the Middle East.
As business development and Sales manager, you must analyze the market segment you are responsible for. You will be responsible for identifying new potential customers and lead sales opportunities to market Thales Cyber portfolio (Consulting, Services, Products and Solutions).
The role requires someone who is a problem solver, tenacious and enthusiastic. Strong teamwork skills are required to ensure coordination with all stakeholders (Account Managers, Bid team, etc.).
The ideal candidate must have both technical and commercial knowledge, have experience working for matrix organization similar structure to Thales, and has the passion for finding and winning new businesses.
The position is based in Dubai.
Roles And Responsibilities
- Identify and develop high value Sales opportunities
- Work with Thales Country Directors and Key Account Managers within the Middle East region to identify, qualify, and capture cyber security opportunities
- Ability to transform sales opportunities and bids into win deals
- Maintain extensive knowledge and intelligence of current market conditions, product/service positioning.
- Contribute to the Product/Service Marketing Plan
- Provide reporting to management including pipe review, capture status, OI actual vs target, etc.
- Identify and establish strategic partnerships across the region to support the business line in its sustainable growth strategy
- Act as capture leader on major opportunity and bids
Work Experience Requirement
- 3 - 5 years experience in Sales
- Regional Cybersecurity market knowledge
- Understanding of the major cybersecurity concepts
- Experience in sales, marketing or related field
- Experience in sales and business development in energy, oil or gas and aviation industries.
- Strong communication and presentation skills
- Previous consulting or professional services experience
Qualification, Certification And Educational Requirements
- Master's degree in Engineering or Business Administration
- Relevant Degree in Cybersecurity
- Relevant Certification e.g. CISSP, CISM etc.
Preferred Skills
- Previous Similar Experience in Business Development and Sales in the field of Cybersecurity in the region.
- Good combination between analytical and pragmatic skills:
- Able to define and contribute to respectively the account and the countries strategic plan
- Able to implement strategies and defined actions
- Technical Background in Cybersecurity for Information Systems or Industrial Control Systems is a plus.
- Good communications and commercial negotiation skills
- Very structured, excellent reporting
- Language: English, French and Arabic
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!
