Regional Defense Practice Lead

About the Role
Stepping into the role of AMEA Defense Practice Lead based in Dubai, you will drive technical business development and shape complex presales strategies for military and defense clients across Asia, the Middle East, and Africa. Operating within the Presales organization, you will architect integrated ecosystems that help to provide operational overmatch and secure national borders.

This role requires a powerful blend of commercial presales execution and deep technical authority. You will serve as the authoritative voice in the room with military and defense customers, translating complex tactical requirements into the company technologies powered architectures that lock in strategic value. As an inclusive leader, you will collaborate with regional teams to foster a culture of high performance and technical rigor. A Bachelor's degree is necessary to navigate the complex engineering demands of this role, empowering you to bridge the gap between military doctrine and commercial solution delivery.

Key Responsibilities

• Defense Ecosystem Architecture

  • Design and position integrated defense solutions combining communications, video security, thermal imaging, radio monitoring, and Command & Control systems.
  • Integrate communications, electro-optical video security, and spectrum dominance platforms into cohesive architectures.
  • Translate complex military requirements into the company technologies powered architectures that lock in strategic value for the customer.

• Technical Business Development & Deal Shaping

  • Partner with Key Account Managers (KAMs) across the region to own the strategic value proposition and build compelling ROI models.
  • Lead complex commercial presales engagements, shape RFPs, and construct multi-year frame agreements for Ministries of Defense (MoDs).
  • Optimize presales workflows and apply technical rigor to significantly reduce RFP response times and accelerate pipeline conversion.

• Executive Stakeholder Engagement

  • Brief military generals, defense procurement committees, and government C-suite stakeholders with absolute operational credibility.
  • Serve as the authoritative domain expert on defense technology, guiding regional teams in competitive displacement strategies.
  • Foster an inclusive, high-performance culture across the regional presales engineering team to drive collaborative success solutions based on customer specifications.

Basic Requirements

• Bachelor's degree in Engineering, Telecommunications, Computer Science, or a related field.
• 10+ years of experience in Military & defense telecommunications, presales engineering, or military communications architecture.
• Tactical Communications to architect robust networks using HF/VHF, MANET, TETRA, P25, and MCPTX platforms.
• Advanced Sensor Integration to fuse communications, video analytics, and spectrum observation and analysis systems into cohesive defense ecosystems.
• Cybersecurity & Cryptography to design highly resilient, air-gapped security networks and Quantum-ready architectures.
• Excellent command of English, French, and Arabic to lead pan-regional presales negotiations and architect complex proposals.
• Commercial Presales to shape multi-million dollar defense tenders and build strategic ROI models.
• Executive Storytelling to translate technical metrics into operational advantages for MoD stakeholders and procurement committees.
• Technical Business Development to partner with sales teams and drive pipeline conversion across the AMEA region.

Preferred Qualifications

• Previous military service or direct experience as a technical advisor to a Ministry of Defense is highly desirable.
• Master's degree in Electronics Systems, Radio Communications, Computer Communications, Business Administration, or related advanced study.

Travel Requirements

• Over 50%

Relocation Provided

• Domestic

Position Type

• Experienced

Referral Payment Plan

• Yes

EEO Statement
The company is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other legally-protected characteristic. We are proud of our people-first and community-focused culture, empowering every employee to be their most authentic self and to do their best work to deliver on the promise of a safer world. If you’d like to join our team but feel that you don’t quite meet all of the preferred skills, we’d still love to hear why you think you’d be a great addition to our team.