Regional Sales Manager

Founded in Melbourne, Australia and with a dual focus on Australasia and the Middle East region, Zenith works with governments, law enforcement agencies and private clients to integrate their security, AI data correlations into meaningful actionable intelligence to enable advanced situational awareness, management and mission critical response capability.

Zenith is uniquely positioned to meet these requirements, with our in-house development and engineering team that enables us to integrate world leading pioneering, end-to-end platforms in the Homeland Security industry and beyond.

The Role

Zenith operates internationally with a focus on the GCC region. Having established itself as a premium solution provider in the homeland security market, spanning the IT and physical and digital/cyber security spheres with an in-house intellectual property capacity in the software and hardware, as Zenith’s advanced fixed and mobile ANPR solutions, including the world first Intelligent Lightbar for law enforcement, to Zenith’s AI analytical platforms for Open Source Intelligence Monitoring and AI underwritten data fusion for homeland security.

To support our growth and expansion in the Middle East region, Zenith is recruiting a high caliber Head of Regional Sales to help drive the execution of the business strategy and develop and manage a sales pipeline and undertake a strategy of developing and running a sales team. Reporting into the CEO, this position requires an individual with extensive experience on the ground in the GCC and specifically with demonstrable experience with the MOI in the Kingdom of Saudi Arabia. The candidate must speak both Arabic and English fluently and have a high level of drive and motivation along with the ability to employ, drive and motivate a highly skilled team of individuals over time.

The individual will have a sales and strategy background in the security technology sector - in the homeland security and law enforcement market. Physical security and Big Data Software sales backgrounds are required with proven experience in managing the growth of a successful organization and the implementation of a sales strategy and the systems and people required to support the growth.

Experience in a multi-national organization or highly successful smaller players operating in the Homeland Security market would provide a good background to suit the challenges of the role.

Educated to Master’s level in a Business or Engineering capacity with internationally recognized MBA candidates preferred.

Job Role

The role is a senior position and critical to the success of the organization’s growth in the GCC region. The candidate will be required to manage business operations while also engaging directly with suppliers and customers with a focus on process improvement, recruitment and retention, revenue growth and cost control.

1. Develop business sales strategy with the management team with a focus on target markets, suppliers, product roadmap, resourcing, processes and systems to support growth plans.
2. Direct go-to-market strategies that are consistent with seasoned best practice focused on nimbleness and timely market penetration.
3. Development and implementation of systems for reporting, measurement and supporting local revenue generation.
4. Key customer engagement focused on new customer acquisition and customer retention and growth.
5. Focus on revenue management and cost control.
6. Policy and Best Practice improvement through review and improvement of procurement, production, marketing, field, and technical services policies and practices; coordinating actions with key staff and ensuring documentation is implemented and maintained.
7. Product roadmap review with senior management and alignment of resources and reporting to ensure efficient allocation of resources and alignment with customer and go-to-market sales requirements.
8. Implementation of bid management best practice and pricing and bid negotiation management with the senior management team.
9. Overall sales processes design and implementation across the organization.
10. Reporting and budget management.

Desired Candidate Profile

As a prerequisite, the successful candidate must operate with integrity and passion, be driven by success and able to work in a highly active environment with like-minded high caliber people. The candidate should demonstrate a passion for new technology and driving change in the market through disruptive innovation. We are seeking a candidate that has proven experience in scaling a technology organization across the GCC region and a demonstrated ability to develop and implement strategy and systems required to manage growth and develop the capabilities of a driven, bright, diverse team.

The successful candidate will be bi-lingual (English and Arabic), have higher relevant education, as in example an executive MBA and senior sales management experience with a multi-national responsible for the growth of a division operating with relative autonomy in the region or running a successful start-up or existing business that has seen high growth in a niche sector. A background selling into government and homeland security markets is critical, have a deep understanding of the dynamics of the region and an existing relationship with key players both customers, influencers and suppliers. A strong sales background is a must as is the ability to communicate and negotiate at senior levels of government and with large multi-layered contracts.

Zenith is an organization driven by the values of its people, so experience in managing a “values-driven” organization will be highly prized. Additional requirements are:

• Fluent in Arabic and English
• Minimum 10 years’ experience in a senior sales role to government in security systems or related. Minimum of 5 years’ experience in the KSA and the GCC region.
• Strong experience in homeland security or tech sector and knowledge of regional market dynamics.
• Ability to point to specific examples of having led organizational growth and market expansion in the GCC region.