Sr. Regional Sales Manager – Protection Systems & Security

As part of our regional growth strategy we are seeking a Business Development & Capture Leader to accelerate the expansion of our Protection Systems & Security business across the United Arab Emirates and the broader Middle East region.

Role Purpose

The Capture Leader is responsible for driving the growth of Thales Protection Systems and Security solutions across the United Arab Emirates while supporting business expansion throughout the Middle East region.

The role focuses on identifying qualifying and developing new business opportunities building strong customer relationships and converting qualified opportunities into profitable orders. The Capture Leader works closely with Country Directors Key Account Managers Business Development teams and Bid & Capture Projects teams to develop a sustainable pipeline and achieve order intake objectives.

A key success factor for this position is the ability to apply a rigorous opportunity qualification methodology ensuring that resources are focused on the most winnable and strategically relevant opportunities.

Key Responsibilities

Business Development

• Develop and execute account and territory plans to achieve sales objectives across the UAE and Middle East markets.
• Identify and develop new business opportunities within government public safety critical infrastructure airports and energy sectors.
• Build and maintain strong relationships with customers consultants EPC system integrators and key industry stakeholders.
• Promote the Thales Security portfolio and value proposition across target markets.
• Support market expansion initiatives and identify new growth areas within the region.

Opportunity Qualification & Pipeline Management

• Apply disciplined qualification methodologies (MEDDPICC Capture Management and Sales Governance processes) to assess opportunities.
• Evaluate customer needs decision processes competitive landscape business value and win probability.
• Maintain a healthy and qualified sales pipeline aligned with business objectives.
• Ensure accurate opportunity data forecasting and reporting within CRM tools.
• Participate in opportunity reviews pipeline reviews and business governance meetings.

Sales Execution

• Lead commercial activities from opportunity identification through contract award.
• Coordinate internal resources to develop winning commercial strategies.
• Support bid preparation proposal reviews and customer presentations.
• Negotiate commercial terms in coordination with management legal and finance teams.
• Close deals and secure order intake and revenue growth while maintaining profitability objectives.

Customer Engagement

• Develop trusted relationships with customer decision-makers and influencers.
• Support customer satisfaction and long-term account development.
• Identify upsell cross-sell and follow-on business opportunities.
• Gather market intelligence and competitive information to support business decisions.

Collaboration

• Work closely with Country Directors Key Account Managers Capture Managers and Bid Teams.
• Coordinate with Business Lines to align customer requirements with solution offerings.
• Contribute to regional business reviews and strategic planning activities.

Skills & Experience

• 10 experience in B2G and B2B sales of complex solutions within Safety Security Defence Critical Infrastructure or Technology sectors.
• Strong knowledge of the UAE market and understanding of Middle East business environments.
• Demonstrated ability to develop new business and manage complex sales cycles.
• Experience with structured sales qualification methodologies such as MEDDPICC.
• Strong negotiation presentation and relationship-building skills.
• Excellent pipeline management and forecasting discipline.
• Self-driven customer-focused and results-oriented mindset.
• Fluent English required; Arabic is considered a strong advantage.