Lead the full hunt to close cycle for small to mid ATI opportunities, driving consistent revenue growth across Saudi Arabia
Build deep, strategic relationships with senior stakeholders across airports, airlines, system integrators and government entities to position IDEMIA as a trusted partner
Identify, qualify and develop opportunities through proactive market engagement, legislation tracking, budgets, tenders, networking, LinkedIn outreach and industry events
Translate customer challenges into tailored IDEMIA solutions that enhance passenger flow, operational efficiency and security outcomes
Collect and assess key commercial information including budgets, timelines, decision makers and scope of work to align customer needs with IDEMIA solutions
Maintain strong pipeline momentum by prioritising high value pursuits while contributing to long cycle strategic opportunities led by the wider team
Work closely with regional SMEs, solution architects and commercial leadership to shape pursuit strategies, develop value propositions and ensure deal feasibility
Lead technical and commercial proposal development including pricing strategy, offer submissions, negotiations and contract closure
Influence customer requirements, budgets and deal strategy while positioning IDEMIA as a trusted long term strategic partner
Build formal and informal channel partnerships to strengthen market reach and opportunity access
Represent IDEMIA across the entire KSA territory with frequent customer engagements, onsite visits and proactive market presence
Act as a market and product expert, contributing customer insight, competitive intelligence and market feedback to the wider commercial organisation and product strategy
Engage confidently with customer decision makers and C Level stakeholders across all stages of the sales cycle
Ensure smooth handover of customer relationships into the account management structure following successful deal closure
Profile description:
c. 10 years of experience in ATI, aviation technology or airport and airline solution sales, ideally within the Saudi market
Demonstrated track record as a true hunter, consistently winning opportunities in the 1–8m USD range
Well-established network across the Saudi ATI ecosystem, with direct access to senior decision-makers and influencers
Strong consultative selling capability with the ability to shape complex customer needs into clear, value-driven solutions
High commercial autonomy and confidence operating in a fast-paced, relationship-led environment
Willingness and flexibility to travel extensively across the Kingdom for customer engagement and onsite presence
Preferred Qualifications
Experience in airport biometrics, passenger flow, baggage solutions or border/immigration technologies
