Presales Engineer

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.

Job Profile:

• Act as a business driver and propose new offers and services,
• Build customer Offers related with PS Opportunities,
• Propose and adapting PS offers to local market needs and expectations to secure business growth,
• Forecast the PS activity in his region and anticipate any resources or skills gap
• Prepare and conducting webinars for Sales and Sales Engineering teams about PS offers.
• Have a key role in building trusted relationship with customers and sales, to develop the business, leveraging on PS capabilities.
• A strong customer and business-oriented mindset is expected for the position, to permanently adapt our offers with a fast-moving demand.
• Have central role in building the revenue forecast for PS, and securing the revenue in close collaboration with the Delivery team.
  
  
  

Job Responsibilities:

• Manage PS opportunities to deliver services engagements mainly in EMEA.
• Monitor thoroughly opportunities pipeline and take pro-active actions to ensure Delivery team is sized, prepared and skilled to deliver these future projects
• Pro-actively adapt existing offers, or propose new services, to fit business needs and expectations
• Responsible for securing the PS revenue of her/his opportunities, in close collaboration with the Delivery team
• Contribute with CSP Pre-Sales to the initial design of the solution proposed to the customer. Validate final design in order to have it endorsed by PS team for delivery.
• Determines the appropriate services offerings for each opportunity, based on customer budget. Define a good and adapted offer.
• Assist sales team during opportunity assessment and proposal phases of the service delivery process, particularly as it relates to deployment approach, timeline and deliverables.
• Lead internal project team meetings and meetings with the customer in the pre-sales phase and in handover meeting to delivery team.
• Manage opportunities in Salesforce. Maintain the status accurately before transferring opportunity to Delivery phase.
  
  
  

Qualification Requirements:

Education:

• BS in Engineering, Computer Science, Management or equivalent.
• MBA preferred
  
  
  

Experience:

• A minimum of 10 years prior related work experience in professional services, ideally IT security.
• Extensive demonstrable relevant experience in professional services, pre-sales or customer support operations
• Experience in working with technical teams (system integration, implementation, solutions delivery) and in projects management(>5 years)
  
  
  

Skills:

• Ideal candidate must be self-motivated and comfortable in the dynamic atmosphere of a technical organization with a rapidly expanding customer base and new products.
• Candidate must be organized and analytical, adept at working in a team environment and able to handle multiple priorities.
• Excellent communication skills (relational and redactional) in English.
• Business and customer oriented mindset is a must.
• Proactive and “Can Do” attitude is required to be successful in the position.
  
  
  

Additional required qualifications are:

• Excellent communication skills, both written and verbal.
• Excellent negotiation skills.
• Excellent collaborative and interpersonal skills required.
• Excellent organizational and time management skills.
• Very good reporting and Data analysis skills (Excel expertise is a must, SFDC reporting expertise is a plus).
• Basic financial understanding (margin, costing, pricing, etc..).
• Ability to work in a fast-paced environment with changing priorities is essential.
• Excellent knowledge and understanding of IT integrations challenges.
• Knowledge and understanding of Identity and Data Protection products (e.g. HSM, Authentication, Encryption solution, Payment HSM’s, Mobile Security), smart cards, typical network technologies, IT Security, encryption, PKI, strong authentication, enterprise IT...
• Overall solution knowledge from Software/Server/application, from project set-up to production deployment.
• Master our offer use cases and eco-system, understand integration and validation activity.
• Both technical and sales-oriented to drive customer relationship during presales phase, with the ability to manage complex issues in an international environment.
• Results-oriented, ability to work in autonomy, use own initiative, and willing to work in a dynamic structure.
• Curious with an open and multicultural mindset.
• Team spirit & positive. Team-Building Skills: act as a leader to animate the teams
• Cool Under Pressure: Share your concern, Be supported by your manager
• Inspires a Shared Vision: Convincing in collaborative mode
• Enthusiasm: “Can do” attitude
• Empathy: Listen and analyze individual feelings
  
  
  

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!