Senior Regional Sales Manager - Inflight Entertainment / Avionics

Thales; Dubai; On-site; AED 350,000 - 700,000; Full time

Job summary

Thales Aviation Global Services AGS seeks a Senior Regional Sales Manager for the Middle East Africa & Turkey region. You will lead the region's most complex captures, typically above 50M, engaging C-level stakeholders and coordinating cross-functional bid teams to win contracts.

You will balance technical and commercial value, run bids autonomously, and drive sustained growth across the MEA region while aligning with AGS and Thales international organizations.

Qualifications

• Engineering or Business degree required or equivalent.
• Minimum 10 years of sales/commercial experience in aviation.
• Proven track record in leading and closing major captures.
• Ability to run bids autonomously and lead cross-functional bids.
• Strong engagement with C-level stakeholders and negotiating prowess.
• Fluent English and Arabic; French is a plus.

Responsibilities

• Lead complex, high-value captures typically exceeding 50M USD.
• Engage customer stakeholders up to C-level and tailor value propositions.
• Coordinate cross-functional bid teams and negotiate to closure.

Skills

Sales experience

Negotiation skills

Stakeholder management

Influencing skills

English language proficiency

Education

Bachelor's or Master's degree in Engineering or Business

Job description

Location

Dubai United Arab Emirates

Thales people architect solutions that enable two-thirds of planes to take off and land safely. We create in-flight entertainment systems that engross 50 million fliers every year and we develop the avionics that control the world s largest commercial aircrafts. Our simulators train the next generation of pilots for fighter jets, transporters and search and rescue helicopters. And together each and every member of our aerospace team makes a difference. 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 amp 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.

About Thales Aviation Global Services AGS

Thales Aviation Global Services AGS is the Business Line within Thales AVS Avionics dedicated to the through-life support and services of Avionics, In-Flight Entertainment IFE and AEC products for airlines, operators and aircraft manufacturers worldwide. AGS covers maintenance and repair contracts, linefit and retrofit programs, spares provisioning and an expanding range of digital services delivered through a global network of regional hubs.

Position Summary

The Senior Regional Sales Manager is a senior sales professional within AGS Middle East Africa amp Turkey MEA responsible for leading the region s most complex high-value captures typically exceeding 50M from early positioning through to negotiation and contract close. The role requires strong engagement with customers up to C-level and the ability to build a compelling win-win value proposition. It also requires strong influencing skills to align a range of internal stakeholders including central teams working across different time zones, the IFE Business Line and the wider Thales international organization in order to secure organizational accountability and advance commercial and customer satisfaction topics.

Job Objective

In the framework of the strategic growth of AGS in the Middle East Africa amp Turkey region the Senior Regional Sales Manager operates as a senior experienced sales professional with a high degree of autonomy on the region s most complex sales captures personally leads and closes major captures with a track record on opportunities exceeding 50M across the region builds and maintains trusted relationships with customer stakeholders up to C-level translating technical and commercial value into a compelling win-win value proposition autonomously runs bids and leads cross-functional bid teams coordinating central and remote stakeholders across time zones to deliver competitive on-time offers contributes directly to the region s growth objectives 10 CAGR over 100M USD order intake through the sustained conversion of major opportunities works in close alignment with the Area Directors responsible for the region s strategic accounts and the General Manager.

Roles & Key Responsibilities

• The Senior Regional Sales Manager Leads capture strategy and execution on complex high-value opportunities typically gt 50M from qualification and lobbying through to negotiation and contract signature.
• Engages and builds trust with customer stakeholders up to C-level tailoring the value proposition to their strategic and operational priorities.
• Develops and articulates a clear win-win value proposition capturing the technical and commercial value of AGS offers and explaining it in terms that resonate with the customer.
• Leads negotiations and drives captures to closure balancing customer expectations with AGS commercial and margin objectives.

Travel

Up to 50 of the time Up to 12 hours time difference with AGS worldwide locations requiring flexibility in working hours.

Qualification Certification Educational Requirements

• Engineering and or Business degree Bachelor s or Master s
• Minimum 10 years professional experience in sales commercial roles with a strong demonstrable track record in the aviation sector specifically in Avionics and or In-Flight Entertainment IFE.
• Proven track record leading and closing key captures across the region.
• Demonstrated ability to autonomously run bids and lead cross-functional bid teams through to successful closure.
• Strong experience engaging and negotiating with C-level customer contacts.
• Excellent negotiation skills with a proven track record of closing complex captures.
• Very strong influencing skills with the ability to drive accountability and gain traction across internal stakeholders without formal authority.
• Fluent English and Arabic required.
• French is a plus.