Key Account Manager (KAM) PIF & ARAMCO

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

Job summary

An established industry player is seeking a Director of Civil Accounts to spearhead business opportunities in the Middle East. This pivotal role involves leading strategic initiatives in the Aerospace, Space, and Security sectors while fostering partnerships with key clients. The ideal candidate will possess over a decade of experience in account management, showcasing a proven track record in customer engagement and team leadership. Join a dynamic team where your expertise will contribute to innovative solutions that enhance safety and security in the region. This is an exciting opportunity to make a significant impact in a rapidly evolving market.

Qualifications

• 10+ years in strategic account management with proven customer engagement experience.
• Experience in Aerospace, Space, or Security industries preferred.

Responsibilities

• Lead identification and booking of Civil Business opportunities in the Middle East.
• Collaborate with internal and external stakeholders to drive customer satisfaction.

Skills

Strategic Account Management

Customer Engagement

Project Delivery Management

Negotiation Skills

Problem-Solving Skills

Team Leadership

Education

MBA

BSc / BA in Business Administration

Engineering Background

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, with over 600 employees to date, and we are growing rapidly. We are delivering 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 supplied communication and optronic systems for the Army, the Saudi Arabia National Guards, and the Air Force.

Job Objective

The Director Civil Accounts KSA will lead the identification, qualification, and booking of 'Civil Business' opportunities in the Middle East region, supporting the respective 'Key Account civil teams'. 'Civil Business' primarily encompasses Aerospace, Space, and Security Business.

The Key Account Manager reports to the Director Civil Accounts KSA and will drive the specific Account Plan to define the account strategy, aligning it with customer expectations and internal stakeholders by:

• Understanding customer stakes, expectations, and vision, and how Thales offers can support their business.
• Monitoring competitors' performance with the customer.
• Identifying and defining strategic initiatives with the customer to foster growth beyond business as usual, building a partnership-based relationship.
• Collaborating with Account Marketing for support on action plans (growth opportunities, engagement plans, 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 (strategy, structure, needs, budgets) and representing the customer internally.
• Aligning and managing the account team on topics like tendering, project execution, technology portfolio, and customer satisfaction, supporting sales in closing Opportunities Initiatives (OI).
• Validating and promoting the Account Plan at the executive level and facilitating its execution across involved countries and GBUs.
• Driving the account team and steering committee on customer satisfaction issues and developing customer satisfaction measurement processes.

In coordination with the account team, the Key Account Manager acts as “One face to the customer” / Senior Management representative of Thales Group, respecting the roles of Country KAMs by:

• Maximizing customer satisfaction at the executive level and supporting Civil Accounts teams.
• Developing trust and loyalty through joint actions with the customer.
• Growing Group Order Intake (OI) through customer intimacy.
• Driving and securing strategic initiatives in the Account Plan.

The manager should leverage synergies with other GBUs and BLs, notably DIS, in all offers where applicable.

ROLES & RESPONSIBILITIES

DECISIONS OWNED / KEY DELIVERABLES

• Executing actions to implement the Account plan.
• Defining Customer governance as part of the Account Plan (“who meets whom and when”).
• Delivering and reviewing the Account Plan at least twice annually.
• Performing Opportunity presentations (“Gate 0: Early Opportunity Review”).
• Providing Order Intake forecasts.
• Representing Thales Group interests before Civil Key Accounts or Segment Accounts.

KEY INTERACTIONS

• The Account Team: BL Sales Manager, Project Teams, Capture teams, Service teams, Account Marketing.
• Local Head of Account Management.
• Heads of GBUs, GBU VP Sales, BL Sales Director.
• Account Executive Sponsor.
• Segment Marketing, Digital, Communications.
• Other Thales leadership as needed (Finance, Legal, Quality, Program, Bid).

WORK EXPERIENCE REQUIREMENTS

• Minimum 10+ years in strategic account management.
• Proven experience in customer management and engagement.
• Experience leading diverse, senior, and multidisciplinary teams.
• Knowledge of KSA’s business and political landscape.
• Background in Aerospace, Space, or Security industries.
• Skills in managing project delivery issues and developing new business strategies.

Experience in domains like Aeronautics, Transportation, Cyberspace, Airline Inflight Entertainment, or relevant verticals is preferred.

QUALIFICATION, CERTIFICATION & EDUCATION

• MBA, BSc / BA in Business Administration.
• An engineering background is desirable.

PREFERRED SKILLS

Languages :

• Fluent English.
• Arabic and French knowledge is desirable.

Technical Skills : Experience in related technical roles, extensive exposure to the customer industry, capable of driving results across virtual teams, and representing Thales Group comprehensively.

• Organizational, problem-solving, and negotiation skills.
• Ability to prioritize effectively.

Soft Skills : Alignment with Thales Leadership Model, entrepreneurial mindset, initiative, curiosity, autonomy, team-building, communication, and cross-cultural interpersonal skills.

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