Border Control Sales (Hybrid)

About the Role
Join the company's Cybersecurity & Digital Identity sector as a Solution Sales professional in Dubai, where you will play a pivotal role in enhancing border control and biometric passenger processing solutions globally. This position calls for an experienced sales expert to drive business growth and performance within the Border and Travel Business Segment by being a key ambassador for the segment across a dedicated region. Your primary responsibility will be to maximize sales performance and increase order intake through strategic client engagement and promotion of the company's solutions.

Key Responsibilities
As a member of the specialized Solution Sales Team, you will engage in the following tasks:

Sales Development & Promotion

• Take ownership of solution promotion, opportunity pipeline creation, and achievement of sales targets.
• Act as the subject-matter expert and reference point for sales teams.
• Conduct cold customer introductions when required.
• Present the company's solution portfolio to customers and government stakeholders at C-Executive level.

Sales Support & Customer Engagement

• Support sales representatives throughout the sales cycle, from business development through bid submission.
• Qualify leads and sales opportunities.
• Advocate the company's technical vision and present solutions to customers.
• Detail company references, technical and implementation choices, business models, ecosystem strategy, and user adoption approaches.
• Design and propose business models aligned with customer needs.

Consultative Solution Design

• Lead a consultative selling approach to define and refine solution options with customers, including:
  • Appropriate business models
  • User adoption and ramp-up strategies
  • Partner ecosystems (where relevant)
  • Key success factors for project delivery

Bid & Capture Management

• Take accountability for sales bidding processes and coordination of the full capture team by:
  • Defining bid strategies
  • Analyzing target solutions and key value propositions
  • Preparing technical offers in coordination with the Offer Solution Engineering Manager
  • Ensuring all bid milestones and deliverables are met on time

Experience, Knowledge & Skills

Required

• Master’s degree in Business, Engineering, Physics, or Mathematics
• Full professional fluency in English
• Proven track record in business development and/or solution sales within innovative and complex environments
• Minimum 5 years of experience selling software solutions to government customers
• Demonstrated experience engaging with C-Executive stakeholders within government and large organizations
• Strong interpersonal and listening skills, with a proactive, agile, and solution-oriented mindset
• Ability to operate effectively in transversal, multicultural organizations
• Strong written communication skills, both persuasive and descriptive
• Willingness to travel more than 25% of working time

Desirable

• Previous experience in Border Control and/or airport biometric solutions
• Proven ability to build, manage, and sustain a robust sales pipeline

What We Offer

• Flexible working hours
• Intensive working schedules on Fridays and during the summer period
• Remote-friendly working model (up to 2 days per week working from home)
• Restaurant allowance and comprehensive social benefits, including health insurance and kindergarten support

The company is committed to equal opportunities between women and men.
We actively promote diversity, inclusion, and awareness of equality both internally and externally.
At the company, we provide CAREERS and not just jobs. With 80,000 employees in 68 countries, our mobility policy enables thousands of employees each year to grow their careers at home and abroad, in existing areas of expertise or by branching out into new fields. We believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now!