Regional Sales Director, Identity and Access Management, META

at  Thales

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 DESCRIPTION

• Do you have a technical background in IT (Engineer, Sales Engineer)?
• Do you have experience in selling Identity and Access Management solutions for B2E, B2C, or B2B?
• Have you sold complex IT solutions to customers directly?
• Have you led sales teams in the past?.
• Your sales leadership philosophy and skills.

WORK EXPERIENCE REQUIREMENTS

• Substantial track record in sales, quota driven role selling Identity Management and/or IT Security solutions.
• Extensive experience in leading a sales team with a quota.
• Proficient understanding of solution selling process, sales strategy, sales execution, forecasting, pipeline and channel development.
• Experience in setting up a strategy and executing on a multi-tier sales model, including field, inside and channel sales.
• 3 to 5+ years of experience working with Salesforce.com

QUALIFICATION, CERTIFICATION & EDUCATIONAL REQUIREMENTS

• Bachelor’s degree in Computer Science, Business Administration or another related field of study or equivalent work experience.

PREFERRED SKILLS, EXPERIENCE, LANGUAGES

• Experience selling Identity and Access Management solutions B2E, B2C or B2B.
• Previous experience selling cloud-based and IT Security solutions.
• Ability to manage time effectively in order to optimize productivity.
• Excellent verbal and written communication skills; active listening.
• Proven ability in Storytelling and excellent presentation skills.
• Proficiency with MS Office products, such as MS Teams, PowerPoint, Word, Excel and Outlook.
• Fluency in English and Arabic; French, desirable.

SPECIAL POSITION REQUIREMENTS

• Ability to travel in assigned territory up to 50% of the time
  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

• Day-to-day management of multiple Regional Sales Managers, Sales Engineers, and Inside Sales Reps in order to maximize sales revenue and meet or exceed revenue goals.
• Coaching the team on setting SMART goals, pipeline management, and accurate forecasting.
• Achieve the annual quota assigned to the region based on the combined quota numbers of all assigned sales managers.
• Represent the region and provide a clear vision and context for market opportunities.
• Drive achievement of sales objectives including sales volume & new business development.
• Supporting the team by joined customer meetings.
• Accurately forecast annual, quarterly, and monthly revenue streams.
• Ensure that sales goals and forecasts are consistent with the organization’s long-range strategic objectives.
• Collaborate with marketing, channel team, product management and other related parties to develop channel communities, sales campaigns and any other tools required to be successful in territory.
• Regularly visit key existing partners/customers, actively involved in the recruitment of key new partners.
• Ability to message, and sell to, C-Suite individuals at some of Thales’ most strategic customers.
• Review regional expenses and keep within budget.
• Responsible for hiring, training, and developing a team of highly effective Regional Sales Managers.