Security Solutions Account Manager – Critical Infrastructure, KSA

Role Overview

Security Solutions Account Manager – Critical Infrastructure, based in Riyadh, Saudi Arabia, at Thales. This role sits within the KSA sales team of Thales SIX PRS SEC and leads the development of order intake and growth of Security Solutions & Services across critical infrastructure protection, airport security, large events, crisis management, and safe & smart cities.

Company Overview

Thales is a global defence and security company architecting solutions at the heart of the defence-security continuum, delivering interoperable and secure information and telecommunications systems for defence, security, and civil operators. For over 50 years, Thales has been a trusted partner of the Kingdom of Saudi Arabia, providing advanced solutions in Defence, Public Security, Civil Aviation, Space, Enterprise, and Cybersecurity across four sites throughout the country. Thales established SAMI Thales Electronic Systems (STES), a Joint Venture with Saudi Arabian Military Industries (SAMI), to reinforce commitment to localising defence activities in the Kingdom and support Vision 2030 objectives.

Role Purpose

To develop and secure order intake and accelerate growth of Thales Security Solutions & Services activities across critical infrastructure protection, airport security, large events, crisis management, and safe & smart cities portfolios in the KSA, managing sales opportunities ranging from hundreds of thousands to tens of millions of SAR.

Key Responsibilities

Sales & Order Intake

• Secure order intake and net margin targets for opportunities ranging from hundreds of thousands of SAR to tens of millions of SAR.
• Detect and develop new opportunities in assigned domains across existing customers, installed base, and new accounts.
• Manage the complete sales process including qualifying opportunities, preparing and submitting proposals, negotiating contracts, and securing signatures.

Value Proposition & Stakeholder Management

• Establish winning value propositions in partnership with internal and external stakeholders.
• Coordinate with relevant Thales Global Business Units including Thales SIX and Thales CDI.
• Lead transverse relationship management with Thales country director, Key Account Managers, Bid managers, Marketing, Finance, and Legal functions.
• Promote and lead dedicated working groups on new projects.
• Set up external partnerships including Royal Commissions, municipalities, Engineering Procurement and Construction (EPC) companies, and telecommunications providers.

Strategy & Business Development

• Contribute with the sales and marketing team to define and implement business and sales strategy in cooperation with Domain leader, PRS Business Line, country, and sales directorate (SIX).
• Lead transformation towards new digital business models with focus on Thales Security Digital Platform business development.
• Ensure achievement of business targets aligned with growth objectives.

Client Relationship & Negotiation

• Establish and develop high-level, trust-based relationships with key customers to improve capture rate.
• Manage major accounts including EPC and Telecom partners.
• Propose best offers while preserving Thales interests in partnership with internal and external stakeholders.
• Conduct negotiations with customers with true autonomy.

Qualifications & Experience

• Master's or Bachelor's Degree in Sales or Engineering with Sales focus.
• 10 years in sales management in GCC, preferably in security domain.
• Experience selling end-to-end systems and solutions including industrial partners.
• Experience managing major accounts and setting partnerships with large industrial companies.
• Successful track record selling complex solutions to highly demanding customers.
• Proven experience building and implementing growth strategy.
• Strong business background in security and experience working in large industrial companies.
• Deep knowledge and experience in Middle East region, especially Saudi Arabia; all GCC experience preferred.

Skills & Competencies

• Extensive sales skills, strong business background, and proven track record in security domain.
• Digital business acumen and capability to lead transformation toward digital business models.
• Capability to work in complex, highly demanding environments with sophisticated customers.
• Excellent interpersonal skills, negotiation skills, and ability to understand customer expectations.
• Strong communication skills, business drive, transparency, and trust-based approach.
• Adaptability, open-mindedness, listening skills, tenacity, and ability to work under pressure on important projects.
• Rigor, teamwork, consensus-building, and leadership capabilities.
• Ability to work in multicultural and matrix environments.
• Endurance and ability to perform with demanding partners.
• Fluent English (fluent/bilingual level).
• Fluent Arabic.
• French language skills (advantageous).

Additional Information

• Willingness to travel within KSA.
• Thales employs 80,000 employees in 68 countries with mobility policy enabling career development at home and abroad in existing expertise areas or new fields.