Join Airbus Defence and Space Saudi Limited as a Senior Key Account Manager in Riyadh, KSA. This fixed term, professional-level role focuses on leading sales and pre-sales efforts, driving business growth, and managing key campaigns within the Kingdom.
Requirements
Master in Management, Master in Telecom, or related degree required.
10+ years of experience in Wireless Communications sales within Kingdom governmental organizations in communications and information systems required.
Experience in large campaigns and complex sales management required.
English and Arabic negotiation fluency required.
Saudi nationals are preferred.
Skills & Responsibilities
Sales strategy and execution: Lead sales and pre-sales efforts, define capture plans, coordinate commercial actions, and negotiate with customers to close deals.
Business growth: Drive growth and expand market penetration by fostering new business models, product innovations, and supporting strategic partnerships.
Sales funnel management: Maintain a qualified sales funnel, forecast order intake and revenues accurately, and elaborate business plans with the Head of Sales.
Customer relations: Maintain customer satisfaction, understand customer environments, and respond to needs with Airbus PSS solutions.
Potential transition routes: People from senior business development or account management roles in telecom or defense may bring strong client-facing and negotiation skills, alongside meeting the required wireless communications sales background.
Job description
Job Description:
Airbus Defense and Space Saudi Arabia is looking for a Senior KAM to join our team. We create innovative, effective space and defense solutions and services for our customers, driving our industry forward. We focus on the people we work with and for.
SUMMARY
Under limited supervision, the Senior Key Account Manager is responsible to:
Deliver the order intake contribution according to the operative planning (OP) of the Region.
Lead sales and pre sales efforts on selected key campaigns in the Kingdom.
Review and align sales strategy with Head of Sales.
Maintain a qualified sales funnel and accurately forecast order in-take and revenues, including filtering information to predict success.
Maintain a competitive edge, obtain competitor information and share this promptly within Airbus Public Safety and Security (PSS) marketing and product portfolio strategic group.
Maintain customers’ satisfaction.
Assist finance in obtaining full and timely payment from customers if necessary.
Act according to PSS ethic and compliance policy.
This position interfaces with all the PSS departments supporting the Sales effort, establishes peer-to-peer relationships aimed to coordinate the needed activities, creates and leads virtual sales team with the goal to grow PSS reputation and position in the target market and to identify strategies to improve winning rate.
ESSENTIAL DUTIES, RESPONSIBILITIES AND CORE COMPETENCIES
Main Responsibilities
Lead sales and pre sales effort on selected campaigns including notably:
definition of the sales strategy and the capture plan;
coordination of the commercial actions and submission of the offer prepared by the bid team;
delivery of the best commercial proposal according to the internal PSS rules;
negotiation with the customer;
Closing.
Drive business growth and expand PSS market penetration by fostering new business models and product innovations.
Reinforce PSS commercial position by supporting relevant strategic partnerships.
Maintain a qualified sales funnel.
Get a deep knowledge of customer’s environment, detecting needs regarding PSS products, services and solutions.
Respond to customers’ needs with Airbus PSS solutions.
Elaborate with the Head of Sales Business Plan and Sales Forecasts.
Analytical Skills
Synthesize complex and diverse information
Ability to challenge quotes
Use intuition and experience to complement data
Able to organise and effectively manage customer meetings
Ability to take ownership of tasks and work on own initiative and under pressure to meet customer and company deadlines.
Consultative approach to selling and problem solving
Being cultural aware
Business Acumen
Understands business implications of decisions
Demonstrates knowledge of market and competition
Aligns work with strategic goals
Displays focus to profitability
Impact & Influence
Pursues and wins support for ideas
Displays ability to influence key decision-makers
Achieves win-win outcomes
Uses authority appropriately to accomplish goals
Addresses divergent opinions
Innovation
Displays original thinking and creativity
Meets challenges with resourcefulness
Generates suggestions for improving work
Develops innovative approaches and ideas
Leadership
Exhibits confidence in self and others
Inspires respect and trust
Reacts well under pressure
Shows courage to take action
Motivates others to perform well
Planning & Organization
Prioritizes and plans work activities
Uses time efficiently
Plans for additional resources
Integrates changes smoothly
Sets goals and objectives
Presentation Skills
Tailors presentation to audience needs
Engages and focuses attention
Presents information logically and persuasively
Handles difficult questions and situations
Inspires audience to action
Problem Solving
Identifies problems in a timely manner
Gathers and analyzes information skillfully
Develops alternative solutions
Resolves problems in early stages
Works well in group problem solving situations
Product Knowledge
Displays knowledge of products & solutions
Responds to product & solutions questions
Explains product & solutions features and benefits
Matches products and solutions to customer needs
Strategic Thinking
Develops strategies to achieve organizational goals
Understands organization’s strengths and weaknesses
Analyzes market and competition
Identifies external threats and opportunities
Adapts strategy to changing conditions
SKILLS AND QUALIFICATIONS
Master in Management or Master in Telecom or related degree
10+ year experience in Wireless Communications sales in the Kingdom governmental organizations in the field of communications and information systems
Experience of large campaigns management, ability to manage complex sales campaigns
Strong communication skills - verbal, written, and interpersonal
Ability to build customer relationship
Ability to multi-task, prioritize tasks, make critical decisions
Ability to handle uncertainty and stress
English and Arab negotiation
Saudi nationals are preferred
Position is located in Riyadh, KSA
This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.
By submitting your CV or application you are consenting to Airbus using and storing information about you for monitoring purposes relating to your application or future employment. This information will only be used by Airbus. Airbus is committed to achieving workforce diversity and creating an inclusive working environment. We welcome all applications irrespective of social and cultural background, age, gender, disability, sexual orientation or religious belief.
Airbus is, and always has been, committed to equal opportunities for all. As such, we will never ask for any type of monetary exchange in the frame of a recruitment process. Any impersonation of Airbus to do so should be reported to emsom@airbus.com .
At Airbus, we support you to work, connect and collaborate more easily and flexibly. Wherever possible, we foster flexible working arrangements to stimulate innovative thinking.
