Key Account Manager (KAM) ARAMCO

Thales; Riyadh Region; On-site; SAR 80,000 - 120,000; Full time

Job summary

An established industry player is seeking a dynamic Key Account Manager to drive the ARAMCO account strategy. This role involves collaborating with internal and external stakeholders to enhance customer satisfaction and develop strategic initiatives. The ideal candidate will possess over 10 years of experience in account management, particularly in the security industry, and will be adept at navigating the complexities of the KSA market. Join a forward-thinking company that values innovation and teamwork, and make a significant impact on customer relationships and business growth.

Qualifications

• 10+ years of experience in account management, particularly with ARAMCO.
• Strong understanding of the Security Solution market in KSA.

Responsibilities

• Execute the Account plan and manage customer governance.
• Develop trust and loyalty through joint actions with ARAMCO.

Skills

Account Management

Stakeholder Influence

Customer Loyalty Development

Security Solutions Knowledge

Engagement and Team Leadership

Education

Bachelor's Degree in Engineering

Master's Degree in Engineering

Job description

Location: Riyadh, Saudi Arabia

In fast changing markets, customers worldwide rely on Thales. Thales is a business where brilliant people from all over the world come together to share ideas and inspire each other. In aerospace, transportation, defence, security and space, our architects design innovative solutions that make our tomorrow's possible.

We have been present in Saudi Arabia for 40 years and with over 600 employees to date, we are growing rapidly. Together we are delivering our signalling, control and train protection systems for the North–South Railway (NSR), the longest system of its kind in the world. We are key suppliers of In-flight entertainment and connectivity systems as well as air traffic management solutions in Saudi Arabia. We are making Saudi Arabia a safer place by securing the country’s critical infrastructure and e-security solutions that protect electronic payment systems. Thales has been selected to supply major electronic systems for air defence, and the Group has also supplied communication and optronic systems for the Army, the Saudi Arabia National Guards, and the Air Force.

Job Objective

The Key Account Manager will drive the specific ARAMCO Account to define the account strategy and align plans with customer expectations and internal stakeholders by:

• Understanding customer stakes, expectations, and vision, and how Thales’ offerings support the customer's business.
• Monitoring the performance of Thales’ competitors with the customer.
• Identifying and defining strategic initiatives, in collaboration with the customer, to generate growth beyond business as usual and strengthen customer relationships based on partnership.
• Working closely with Account Marketing for support on action plans (growth opportunities, engagement plan, must-wins, market segment content).

The Key Account Manager will orchestrate and network with internal and external stakeholders by:

• Sharing general interest information on the customer (e.g., strategy, structure, needs, budgets) and representing the customer internally.
• Aligning and managing the account team (tendering, project execution, technology portfolio, customer satisfaction) and supporting sales teams to close opportunities.
• Validating and promoting the Account Plan at the executive level and facilitating its execution with involved countries and GBUs.
• Driving the account team and steering committee on customer satisfaction issues and developing customer satisfaction metrics.

In coordination with the account team, the Key Account Manager acts as “One face to the customer” and senior management representative of Thales Group, without overstepping the role of Country KAMs, by:

• Maximizing customer satisfaction at the executive level and supporting ARAMCO account teams.
• Developing trust and loyalty through joint actions.
• Growing Group OI through customer intimacy.
• Driving and securing strategic initiatives as per the Account Plan.

The Key Account Manager should also leverage synergies with other GBU/BLs, especially DIS, in all offers where applicable.

Roles & Responsibilities

Decisions & Key Deliverables:

• Executing the Account plan.
• Defining customer governance and reviewing the plan regularly.
• Performing opportunity presentations and delivering forecasted orders.
• Representing Thales Group interests with ARAMCO accounts.

Key Interactions include:

• Account teams, project teams, marketing, and senior leadership.

Work Experience Requirements

• 10+ years’ experience in account management.
• Proven background in the Security industry and managing ARAMCO accounts.
• Experience in customer management, engagement, and leading diverse teams.
• Knowledge of KSA’s business and political landscape.

Mandatory Skills

• Understanding of the Security Solution market in KSA.
• Ability to lead complex opportunities and influence stakeholders.
• Developing customer loyalty and anticipating future requirements.

Qualifications & Education

• Bachelor’s or Master’s degree, engineering background preferred.

Preferred Skills

Languages: Fluent in English and Arabic; knowledge of French is desirable.

Technical Skills: Customer industry exposure, organizational and negotiation skills, result-driven.

Soft Skills: Entrepreneurial mindset, team building, communication, and cross-cultural skills.

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