Sales Manager - Contract

Sales Manager – Training SaaS 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. 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. 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. Identify and target high-potential clients in EMEA, driving new customer acquisition. 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. 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. Provide regular sales forecasts, reports, and market feedback to senior management to inform strategic decision-making. 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 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 obtain SC level security clearance.