Solution Manager

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 OBJECTIVE

• In coordination with the sales team and/or bid team, translate the customer’s needs into the most appropriate technical solution
• Effectively coordinate the delivery and review of all Solution Work Packages identified within the bid
• Issue the technical offer (documents, demos, qualification tests) being supported by corresponding WPs owners
• Contribute to the offer cost structure and ensure its efficiency with the bid manager by playing a check & balance role for all WPs
• Feed input for the customer tenders, by contributing/acting to support POC, engaging technical discussions with customers
• Maximize winning chances by assessing potential partnership for go to market
• Enrich the SM knowledge database
  
  
  

Activities

• Lead the presales activities on technical side, coordinate the internal activities for PoC/demo setup when required
• Organize the bid schedule with Bid Manager and lead the SOR
• Ensure that the technical solution definition and design/architecture match the requirements (being the customer voice)
• Issue RQS for suppliers and partners. Technically assess the proposals from partners and suppliers
• Issue the WBS and the Solution WP descriptions for the bid
• Define the scope of work & split [RAM] between IBS and external stakeholders (in line with bidding strategy)
• Ensure the coordination of all non-SW aspects of the solution (i.e. HW, document…) and ensure that the corresponding information is taken into consideration in the DVa
• Identify and/or consolidate solution risks/opportunities, and the related contingency/actions plans
• Consolidate the Solution costs (cost capitalization, design-to-cost)
• Write a consistent technical offer (for Thales solution scope) by consolidating the technical parts of the offer (including the project timeline and the WP deliverables)
• Ensure/benchmark competitiveness of the consolidated solution cost structure by challenging the individual WP costs. Argue and document gaps for gate decisions
• Contribute to contract negotiation (check the impacts of negotiation on scope and costs)
• Feed knowledge base
  
  
  

Work Experience Requirements

• Previous experience in one or more of the following (minimum 5 years): R&D project leader, R&D team manager, Solution Architect, Project Manager, Technical Sales or presales, and Product Manager
• Strong technical background in software development, software architecture, knowledgeable in IT architecture and solutions such as: Authentication, Signature with PKI), Biometrics is considered as a strong plus.
  
  
  

Qualification, Certification & Educational Requirements

• Bachelor or Master’s degree in Engineering or Computer Science (Technical degree preferred)
  
  
  

Preferred Skills

Technical/functional skills:

• Fluent English and Arabic
• Negotiation skills
• Communication & presentation skills
• Contract legal understanding
• Finance understanding
• Ability to learn quickly new customer’s processes and environments
• Understanding on revenue recognition schemes
• Scheduling
  
  
  

Behavioral skills:

• Customer oriented
• Leadership
• Team worker
• Ability to work under pressure
• Coordination skills
• Business oriented
• Creative intelligence
  
  
  

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!