Location: Dubai, United Arab EmiratesThales people architect solutions at the heart of the defence-security continuum. Interoperable and secure information and telecommunications systems for defence, security, and civil operators, are based upon innovative use of radiocommunications, networks, and cybersecurity. We are ground breaking new digital technologies such as 4G mobile communications, cryptography, cloud computing and big data for use in physical protection systems, and critical information systems.For over 50 years, Thales has been a trusted partner of the United Arab Emirates, providing innovative and cutting-edge solutions in Defence, Aeropsace and Cyber & Digital, aligned with the nation’s long-term vision. With a strong local presence and more than 500 employees across three offices, Thales is deeply embedded within the UAE’s ecosystem. Thales Emarat Technologies plays a pivotal role as a key industrial enabler, fostering national sovereignty, self-reliance, and innovation. Through localization, strategic collaboration, and exporting ‘Made in the Emirates’ technologies to global markets, we contribute significantly to the UAE’s ambitious growth and development while helping build a future we call all trust.
As part of our regional growth strategy, we are seeking a Business Development & Capture Leader to accelerate the expansion of our Protection Systems & Security business across the United Arab Emirates and the broader Middle East region.
Role Purpose
The Capture Leader is responsible for driving the growth of Thales Protection Systems and Security solutions across the United Arab Emirates, while supporting business expansion throughout the Middle East region.
The role focuses on identifying, qualifying and developing new business opportunities, building strong customer relationships and converting qualified opportunities into profitable orders. The Capture Leader works closely with Country Directors, Key Account Managers, Business Development teams and Bid & Capture Projects teams to develop a sustainable pipeline and achieve order intake objectives.
A key success factor for this position is the ability to apply a rigorous opportunity qualification methodology, ensuring that resources are focused on the most winnable and strategically relevant opportunities.
Key Responsibilities
Business Development
- Develop and execute account and territory plans to achieve sales objectives across the UAE and Middle East markets.
- Identify and develop new business opportunities within government, public safety, critical infrastructure, airports and energy sectors.
- Build and maintain strong relationships with customers, consultants, EPC, system integrators and key industry stakeholders.
- Promote the Thales Security portfolio and value proposition across target markets.
- Support market expansion initiatives and identify new growth areas within the region.
Opportunity Qualification & Pipeline Management
- Apply disciplined qualification methodologies (MEDDPICC, Capture Management and Sales Governance processes) to assess opportunities.
- Evaluate customer needs, decision processes, competitive landscape, business value and win probability.
- Maintain a healthy and qualified sales pipeline aligned with business objectives.
- Ensure accurate opportunity data, forecasting and reporting within CRM tools.
- Participate in opportunity reviews, pipeline reviews and business governance meetings.
Sales Execution
- Lead commercial activities from opportunity identification through contract award.
- Coordinate internal resources to develop winning commercial strategies.
- Support bid preparation, proposal reviews and customer presentations.
- Negotiate commercial terms in coordination with management, legal and finance teams.
- Close deals and secure order intake and revenue growth while maintaining profitability objectives.
Customer Engagement
- Develop trusted relationships with customer decision-makers and influencers.
- Support customer satisfaction and long-term account development.
- Identify upsell, cross-sell and follow-on business opportunities.
- Gather market intelligence and competitive information to support business decisions.
Collaboration
- Work closely with Country Directors, Key Account Managers, Capture Managers and Bid Teams.
- Coordinate with Business Lines to align customer requirements with solution offerings.
- Contribute to regional business reviews and strategic planning activities.
Skills & Experience
- 10+ experience in B2G and B2B sales of complex solutions within Safety, Security, Defence, Critical Infrastructure or Technology sectors.
- Strong knowledge of the UAE market and understanding of Middle East business environments.
- Demonstrated ability to develop new business and manage complex sales cycles.
- Experience with structured sales qualification methodologies such as MEDDPICC.
- Strong negotiation, presentation and relationship-building skills.
- Excellent pipeline management and forecasting discipline.
- Self-driven, customer-focused and results-oriented mindset.
- Fluent English required; Arabic is considered a strong advantage.
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!
