Regional Sales Manager

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 billions 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. For over 50 years, Thales has been a trusted partner of the United Arab Emirates, providing innovative and cutting-edge solutions in Defence, Aeropsace and Cyber & Digital, aligned with the nation’s long-term vision. With a strong local presence and more than 500 employees across three offices, Thales is deeply embedded within the UAE’s ecosystem. Thales Emarat Technologies plays a pivotal role as a key industrial enabler, fostering national sovereignty, self-reliance, and innovation. Through localization, strategic collaboration, and exporting ‘Made in the Emirates’ technologies to global markets, we contribute significantly to the UAE’s ambitious growth and development while helping build a future we call all trust. 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 Dubai to sell across the META region with a focus on United Arab Emirates (UAE), Qatar, Kuwait Bahrain & Oman. 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

Bachelor’s degree in Business, Computer Science, or any other relevant field of study. Familiar with Enterprise Sales methodologies e.g., MEDDPICC. 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; experience working in high-paced sales environments.

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.