Overview
Rapiscan is an industry leader in detection technology, providing cargo and vehicle inspection systems and services for ports, borders, military, high-threat facilities, and checkpoints to help customers combat terrorism, drug smuggling, illegal immigration, and trade fraud. We offer a broad array of scanning system configurations that leverage low-, medium-, and high-energy X-ray technology—or multiple X-ray technologies—to address each customer’s unique security application requirements. Our commitment to excellence in imaging performance, innovative design, and uncompromising quality ensures our solutions consistently deliver best-in-class imaging, high reliability, and operator satisfaction, to help customers find threats and contraband with ease and confidence.
We are seeking an experienced and dynamic Sales Manager to drive our training and SaaS sales efforts across the Europe, Middle East, and Africa (EMEA) region. The ideal candidate will have a proven track record in SaaS sales, a deep understanding of the AVSEC training landscape, and the ability to drive revenue growth by establishing and nurturing client relationships. This role also requires significant experience working with government officials, and international aviation regulators, with a strong understanding of their compliance frameworks, national standards, and operational needs.
Responsibilities
* Sales Strategy Development: Develop and execute a robust sales plan to meet and exceed revenue targets, implementing effective sales strategies tailored to the Aviation Security training and regulation sector.
* Business Development: Identify and target high-potential clients in EMEA, driving new customer acquisition. Engage with C-level executives, government officials, finance teams, and key decision-makers to understand their challenges and position our platform as the ideal solution.
* Customer Engagement: Build and maintain strong relationships with key stakeholders, including airlines, airports, civil aviation authorities, aviation security organizations, and international aviation regulators.
* Bid and Tender Management: Lead and manage the development of proposals, bids and tenders, ensuring they align with the requirements of regulatory bodies and government funding opportunities. Work collaboratively with internal teams to create compelling submissions that highlight the value and compliance of our SaaS solutions.
* Regulatory Collaboration: Act as a trusted advisor to international aviation regulators, ensuring our solutions align with their compliance and operational requirements. Work with regulators to understand upcoming policy changes and position our solutions accordingly.
* Product Expertise: Demonstrate a comprehensive understanding of our SaaS and training products, effectively communicating their value propositions to potential clients, customers, and regulators.
* Sales Process Management: Lead the entire sales cycle from prospecting to closing deals, ensuring a consultative approach that addresses client-specific requirements. Effectively manage a pipeline of prospects through the full sales cycle, from lead generation to contract negotiation and closure.
* Market Analysis: Conduct thorough market research to identify emerging trends, customer needs, and competitive landscape within the AVSEC training sector.
* Reporting: Provide regular sales forecasts, reports, and market feedback to senior management to inform strategic decision-making.
Qualifications
Essential:
* Bachelor’s degree in business, Marketing, Aviation Management, or a related field. Advanced certifications in aviation security management are advantageous.
* Minimum of 5 years of experience in SaaS sales.
* Minimum of 5 years’ demonstrated experience in aviation security (AVSEC) training, with a solid understanding of training industry standards, regulation, image analysis, and practices.
* Proven experience working directly with international aviation regulators, such as ICAO, CAA, EASA, or national civil aviation authorities, and an in-depth understanding of their compliance frameworks.
* Proven experience working with government officials and government funding.
* Proven working experience and/or management of airport screener standards, image analysis and CBT.
* Prior experience in selling training software, or regulatory compliance solutions, is highly desirable.
* The role holder must be able to successfully obtain a Background Check (CRC) and Counter Terrorism Check (CTC)
* The role holder must have their identity verified and be able to prove they have the right to live and work in the UK.
* The role holder must be able to obtain SC level security clearance.
Skills:
* Strong negotiation and closing skills.
* Excellent communication and presentation abilities.
* Proficiency in CRM software and sales analytics tools.
* Proficiency in Microsoft Office.
* Ability to work independently and as part of a team.
* Fluency in English; additional languages such as French, German or Spanish are a plus
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