Business Development Manager - Saudi
Skills
About This Role
Job description
- 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
- Strong pursuit governance and territory ownership
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