Senior Regional Sales Manager

Remotedxb; Dubai; On-site; AED 350,000 - 750,000; Full time

Job summary

Thales Emarat Technologies in the UAE seeks an experienced sales leader to drive government and enterprise opportunities across the UAE and Middle East. You will develop account and territory plans to achieve sales objectives and build trusted relationships with government bodies, consultants, EPCs and system integrators.

Leading from opportunity identification through contract award, you will coordinate with internal business lines, apply MEDDPICC, and ensure a healthy sales pipeline with

Qualifications

• 10+ years of experience in B2G and B2B sales of complex solutions.
• Experience in Safety, Security, Defence, Critical Infrastructure or Technology sectors.
• Strong knowledge of the UAE market and Middle East business environments.
• Demonstrated ability to manage complex sales cycles and develop new business.
• Experience with structured sales qualification methodologies like MEDDPICC.
• Strong negotiation, presentation, and relationship-building skills.

Responsibilities

• 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.
• Apply disciplined qualification methodologies such as MEDDPICC to assess opportunities.
• Maintain a healthy and qualified sales pipeline and ensure accurate forecasting within CRM tools.
• Lead commercial activities from opportunity identification through contract award, including bid preparation and negotiation.
• Develop trusted relationships with customer decision-makers and influencers.
• Coordinate with internal Business Lines to align customer requirements with solution offerings.

Skills

B2G/B2B sales

MEDDPICC

Relationship building

Negotiation

CRM forecasting

Strategic account planning

Tools

CRM tools

Job description

Responsibilities

• 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


• Apply disciplined qualification methodologies such as MEDDPICC to assess opportunities


• Maintain a healthy and qualified sales pipeline and ensure accurate forecasting within CRM tools


• Lead commercial activities from opportunity identification through contract award, including bid preparation and negotiation


• Develop trusted relationships with customer decision-makers and influencers


• Coordinate with internal Business Lines to align customer requirements with solution offerings

Requirements

• 10+ years of experience in B2G and B2B sales of complex solutions


• Experience in Safety, Security, Defence, Critical Infrastructure or Technology sectors


• Strong knowledge of the UAE market and Middle East business environments


• Demonstrated ability to manage complex sales cycles and develop new business


• Experience with structured sales qualification methodologies like MEDDPICC


• Strong negotiation, presentation, and relationship-building skills


• Fluent English; Arabic is a strong advantage

About the Company

Thales is a global leader in architecting solutions at the heart of the defence-security continuum, providing innovative radiocommunications, networks, and cybersecurity. With a strong presence in the UAE, Thales Emarat Technologies acts as a key industrial enabler, fostering national sovereignty and innovation through cutting-edge digital technologies.