Sales Manager - Physical Security Systems

Location: Riyadh, Saudi ArabiaThales people architect solutions at the heart of the defence-security continuum. Interoperable and secure information and telecommunications systems for defence, security, and civil operators, are based upon innovative use of radiocommunications, networks, and cybersecurity. We are ground breaking new digital technologies such as 4G mobile communications, cryptography, cloud computing and big data for use in physical protection systems, and critical information systems.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 Background

Within the KSA sales team of Thales SIX PRS SEC, you will have the responsibility to develop order intake for Thales Security Solutions & Services activities and accelerate its growth in the in KSA for the 4 types of business: critical infrastructure protection, airport security, large events and Crisis Management, Safe & Smart cities.

Job Objectives

You will develop sales of the critical infrastructures protection, airport security, large events and Crisis Management, Safe & Smart cities portfolio and contribute to the growth of our activity in the KSA.

By joining us, you will perform the missions including typically the following:

• Securing the order intake and the required net margin for opportunities ranging from a few hundreds of thousands of SAR up to tens of millions of SAR.
• Detecting and developing new opportunities in the domains/areas under your responsibility, including existing customer and installed base as well new accounts / customers.
• Managing the sales process while adequately qualifying opportunities, preparing and submitting proposal, negotiating contracts until their signature and coming into force.
• Establishing a winning value proposal, in partnership with internal and external stakeholders. This encompasses:

[1] the coordination with relevant Thales Global Business Units such as Thales SIX, Thales CDI,

[2] the lead and transverse management of the relationship with Thales country director, Key Account Managers, Bid managers, Marketing, Finance, Legal, etc…

[3] the promotion and lead of dedicated working groups on new projects,

[4] setting up external partnership such as Royal Commissions and municipalities, EPC companies (Engineering, Procurement, and Construction), Telcom, etc..

• Making sure, together with our partners, to propose the best offers while preserving the interests of Thales.

This also includes:

• Contributing with the sales & marketing team to define and implement business and sales strategy in cooperation with Domain leader, PRS Business Line, country and sales directorate (SIX).
• Contributing to leading transformation towards new digital business model (focus on Thales Security Digital Platform business development) and ensuring meeting business targets.

You shall have extensive sales skills and experience as well as strong business background and track record in the region, preferably in security domain.

Work Experience Requirements

• 10 years in sales management in GCC, preferably in security domain with digital business acumen, for complex and highly demanding customers,
• Experience in selling end-to-end systems and solutions including industrial partners.

Qualification, Certification & Educational Requirements

Master’s/Bachelor’s Degree in Sales or Engineering + Sales.

Expected Skills and Behaviour

• Strong business background in security and successfully selling end-to[1]end integrated solutions
• Deep knowledge and experience in Middle-East region, especially Saudi Arabia but all GCC is preferred
• Strong experience in working in large industrial companies
• Capability to establish and develop high level trust-based relationships with his/her key customers to improve the capture rate
• Successful experience in managing major accounts (EPC, Telecom) and setting partnerships with large industrial companies
• Important track record in selling complex solutions to highly demanding customers
• Successful experience in building and implementing growth strategy
• Strong communication skills, business drive, transparency and trust
• Capabilities to adapt into complex environment and organizations

Essential Skills

Your adaptability, your open-mindedness, your listening skills, your tenacity, your ability to work under pressure on important projects with demanding partners, will enable you to evolve in a multicultural and matrix environment.

Your rigor, your ability to work in a team, to find consensus and your leadership will also be assets to succeed in this position.

You are recognized for your excellent interpersonal skills and endurance, your negotiation skills and your ability to understand customer expectations and have them accepted by your internal contacts. You are ready to travel in KSA and engage in performing negotiations with a true autonomy

Essential Behaviours

Ensure efficient, transparent, regular and adequate reporting to KSA Sales Director, in-line with Thales sales processes.

Ensure leadership in ensuring exhaustive application of Thales sales processes (gates, ethical rules, anti-trust rules, MYB, SBP,…).

When having a capture leader role, coordinate bid team efficiency and involvement to ensure proposal quality deliveries and result achievement.

Push digital, disruptive or innovative offers, especially around Security Digital Platform

Provide focus and priorities to the management, propose objectives.

Required Language Skills

• English: fluent / bilingual
• Arabic: fluent
• French: would be an advantage

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!