Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.
Sales Manager
Polanco, CDMX (Hybrid)
Position Summary
As Sales Manager, you will own the full sales lifecycle—from lead identification and qualification through proposal, negotiation, and deal closure. You will serve as the ambassador for Thales’s modern card-issuance services in your territory, consistently upholding our brand, values, and mission within the financial services sector
Main responsibilities:
DRIVING OPPORTUNITIES THROUGH SALES FUNNEL
Pipeline Ownership: Identify, manage, and close new and expansion opportunities to meet or exceed your order-intake targets. (Your financial targets will be based on Order Intake value for the opportunities closed)
Relationship Building: Cultivate and sustain strong, long-term relationships with key decision-makers—C-level and senior executives alike—in your target segments.
CONSULTATIVE SELLING
Tailored Pitches: Develop customized proposals that address each prospect’s most pressing challenges by:
Understanding how Thales’s solutions alleviate customer pain points
Grasping the digital-transformation and payment-infrastructure hurdles faced by local financial institutions
Mastering regional payment-card trends from both issuer and end-user perspective
Be able to map the account, present and defend both the technical and commercial aspects of Thales unique selling points to all customer stakeholders (Digital Transformation, Operations, IT, Business teams, etc) including C-level executives
Manage complete and complex sales-cycles with multiple stakeholders
Define and build the commercial proposals consolidating the contributions from relevant teams(Pre-sales, Architects, Finance, Legal, etc)
Lead deal closure and contract negotiation with customers, until the execution of projects kick-off-meetings and official hand-over to the Expand team
Value Proposition: Articulate and defend Thales’s technical and commercial differentiators—across Digital Transformation, Operations, IT, and Business teams—to all stakeholders, including C-suite.
Complex Cycles: Navigate multi-stakeholder, end-to-end sales cycles and consolidate inputs from Pre-Sales, Architecture, Finance, Legal, and others.
Deal Closure: Lead negotiations through contract signature, then coordinate project kick-off and hand-off to the Expansion team
Planning & Collaboration
Forecasting: Maintain visibility of your pipeline and revenue forecasts in CRM tools; review regularly with your manager.
Account Planning:
New Clients: Develop, present, and execute comprehensive account plans with your manager and peers.
Existing Clients: Partner with the Expansion team to identify and pursue up-sell and cross-sell opportunities.
Resource Alignment: Liaise closely with Pre-Sales and Expansion teams to secure the right resources for each opportunity.
Team Synergy: Forge a strong partnership with your Expansion counterpart to optimize lead generation and accelerate deal closures
Key Areas of Responsibility
Consult selling and present Thales Product Portfolio to banking customers in Mexico and Central America.
Responsible for account management including strategy formulation, customer relationship management, opportunity identification and deal closing.
Implement a reliable 6 month rolling forecast in order to ensure delivery.
Responsible for commercial operations such as pricing negotiation, contract signing and collection.
Manage existing customers to develop partnerships within retail, and banking industries for the region.
Liaise and coordinate with internal resources to meet customer expectations.
Report market needs, opportunities for solutions and services, competition activity and recommendations on product definition.
Minimum Qualifications
At least six to ten years of experience as a Sales or Account Executive in the credit card payments and FinTech industries, with the ability to manage and coordinate multiple internal and external stakeholders through complex sales processes.
Deep knowledge and understanding of credit card payment and the card personalization industry in the market, including country-specific payment scheme such as Carnet and new technologies as Click to Pay and Payment Passkeys.
Have a proven consultative mindset in understanding customer needs and challenging them on solutions, whilst always working towards sales closure
Strong business understanding of SaaS solutions, preferably cloud technology and agile delivery models and how they apply to the financial services industry in your market
Awareness on Payment Cards and Personalization industry
Ability to Create and maintain trusted and lasting relationships and influence key decision makers, particularly at C-suite level in Financial Institutions
Experience in carrying individual quotas for B2B sales at an enterprise level, SaaS experience is key
Be able to demonstrate strong growth in new business development driving net new logo acquisition amongst all tiers of financial institutions and FinTech clients
Knowledge and experience of Financial Institutions/FinTech procurement practices and sales lifecycle processes, typical for selling enterprise platforms into financial institutions.
Have a proven track record of winning opportunities that contribute to long term commercial success and value for the company
Degree in Business, Marketing or Engineering or another relevant field of study; or equivalent work experience.
Native-level proficiency in local language is a must.
Business-level proficiency in English is required for internal communication.
Ability to travel up to 25% of the time.
If you’re excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community!
What We Offer
Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following:
Elective Health and Dental plans.
Retirement Savings Plan with a company contribution and a match, and without vesting period.
Company paid holidays, vacation days, and paid sick leave.
Company provided Life Insurance.
Why Join Us?
Say HI and learn more about working at Thales click here.
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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!
