Business Development Representative

Location: Dubai, United Arab Emirates

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

Thales has built a presence in the United Arab Emirates for over 35 years, and today has over 300 employees. Thales in the UAE is part of our Middle East business that has 1,800 people across Egypt, Iraq, Kuwait, KSA, Lebanon, Oman, Pakistan, Qatar and UAE. Together we delivered technology for the Dubai metro, the longest driverless metro network in the world and a fare collection system that processes up to 250,000 transactions per day. We make UAE a safer place by providing secure electronic payment solutions, cyber security systems and communications as well as security systems for Dubai International Airport and air traffic management and navigation systems for Abu Dhabi’s airport.

Missions & Responsibilities

BUSINESS AS USUAL

• Increase opportunity pipeline and win rate on new markets/ products/customers
• Better qualified opportunities (profitable)
• Prepare the ground for better capture: acts as the prospect / customers trusted advisor & shaper
• Better understanding of prospect / customer needs
• Shape solutions according to our product policy
  
  
  

NEW BUSINESS

• Explore, Test & Orient Market
• Identify potential leads
• Successfully implement a new offer: win first contracts
• Build a partnership model with the customer
• Promote innovation capabilities
• Define winning play area: which customers, areas, go to market
• Ensure alignment between leads & BL strategy & KAM
• Identify potential showstoppers in the early phase
• Identify scenarios for winning the opportunity, in particular partners
• Support the capture team as a capture team member
  
  
  

DECISIONS OWNED / KEY DELIVERABLES

• Team/resources needed
• Dedicated budget (campaign/demo/R&D) « entrepreneur »
  
  
  

DELIVERABLES PRODUCED

• Business plan /case
• MOU/ Partnership agreement/LOI/contract
• Value proposition
• BD plan
• First sales enablement kit
• Customer Support & Services (innovation)
  
  
  

KEY INTERACTIONS

• PLM/product owner
• Marketing /Technical teams
• Segment Marketing
• SAM/KAM
• Sales
  
  
  

Skills & Experience Required

Business as usual:

• Technical operational knowledge
• Knows and understands BL(s) product policy
• Builds trust in the long-run (internal & external)
• Listening, communication & negotiating skills
• Team spirit, performs through cooperation
  
  
  

New Business:

• The same +
• Thinking out of the box, creativity
• Builds trust & partnership
• Business Modelling
  
  
  

KPIs

• OI in new markets/products/customers,
• Increased pipe of profitable opportunities
• Market penetration
• First contract signed / established partnerships / Quick wins
• Customer Support & Services (innovation)
  
  
  

At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now!

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