Regional Sales Manager, IAM

About the Role

Thales is looking for a driven Regional Sales Manager to be based in Riyadh and support sales across the META region, with a particular emphasis on Saudi Arabia. The role sits within a global organization focused on identity management and data protection, helping enterprises and governments strengthen digital trust and secure critical operations.

In this position, you will be accountable for increasing revenue and growing market share while working closely with marketing, channel, sales engineering, and professional services teams. The role calls for a strong focus on enterprise relationships, solution selling, and consistent execution across the full sales cycle.

Key Responsibilities

• Create and execute a sales plan designed to exceed annual revenue goals and deepen market presence across META.
• Build a healthy pipeline by identifying prospects, converting leads, and generating new opportunities with marketing and channel partners.
• Own the end-to-end sales process, including prospecting, qualification, presentations, demos, proof-of-value activities, RFP responses, negotiations, and deal closure.
• Develop durable relationships with senior stakeholders, decision-makers, and influencers in enterprise accounts.
• Track market movements, competitor activity, and regulatory developments to identify risks and new business opportunities.
• Support account-based marketing programs, events, external communications, and other go-to-market initiatives.
• Prepare accurate quarterly and yearly revenue forecasts.
• Keep lead and opportunity information current and detailed in SFDC.
• Participate in and support corporate and field marketing events.
• Visit key customers and partners regularly, and contribute to recruiting new strategic partners.
• Stay informed on IAM developments and emerging products through continuous learning.

Experience and Requirements

• Strong background and proven success in selling complex cloud services to mid-sized and large accounts.
• Working knowledge of IAM, cybersecurity, and/or cloud-based solutions.
• Experience collaborating with resellers, VARs, system integrators, and global system integrators.
• Comfort operating in fast-moving, high-pressure sales environments.
• Bachelor’s degree in Business, Computer Science, or another relevant discipline.
• Familiarity with enterprise sales methodologies such as MEDDPICC.
• Ability to travel domestically and internationally up to 50% of the time.
• Prolonged computer-based work should be expected.
• Fluent communication skills in both English and Arabic.

Preferred Strengths

• Consistent record of exceeding sales targets, managing deals, and building strong client relationships.
• Deep understanding of the enterprise market, including major players, market dynamics, and the regulatory environment.
• Confidence engaging with C-level leaders and navigating organizations at multiple levels to close business.
• Strong sales communication, writing, and presentation capabilities.
• Ability to explain technical topics clearly, draft proposals, respond to RFPs, and lead proof-of-value discussions.
• Skilled at structuring deal processes with internal and external stakeholders to a high standard and within deadlines.
• Proven ability to negotiate complex deals with a range of buyer personas up to senior management level.
• Hands-on use of business and sales tools such as Microsoft O365 and Salesforce.
• Self-driven, proactive hunter mindset with the ability to generate pipeline independently and with partners.

Health, Safety and Environmental Expectations

• Look after your own safety and help protect the safety of others wherever possible.
• Contribute actively to the organization’s HSE policy and objectives.
• Follow all applicable local health, safety, and environmental laws.
• Use safety equipment, including PPE, as required.
• Lead by example in conserving water and energy, reducing waste, and encouraging recycling.
• Raise concerns immediately if any activity may affect health or safety, and report such issues to the line manager and HSE team.

Additional Information

This position is based in Riyadh, Saudi Arabia. Thales operates across identity management, data protection, digital security, transportation, defense, and critical infrastructure solutions, with a long-standing presence in Saudi Arabia and a strong commitment to career growth and flexible working.

The organization emphasizes professional development, internal mobility, and a collaborative working culture focused on building secure digital and physical systems for customers in the region and beyond.