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 billions 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.
Position Summary:
Thales CSP is seeking a highly experienced, highly motivated sales professional to join our Sales Team. This position is responsible for selling to end-users directly and through channels (tier 1 and 2), leveraging all routes to market. The Regional Sales Manager will sell our market-leading CSP Portfolio by understanding of the client’s business and the industry in which they thrive, the corresponding Data Protection initiatives (e.g. PCI, SOX, HIPAA, NERC, etc), identifying how we can match the customer needs, developing compelling business value propositions for our solutions and ultimately closing opportunities. The Regional Sales Manager will also develop and maintain trusted relationships with senior-level decision-makers and other key buyers within the region.
Key Responsibilities:
- Penetration in the specified account set in territory to identify and drive sales of our solutions
- Good knowledge of Data Protection Regulations, such as PCI, SOX, HIPAA, NERC ISO27001, IEC62443, etc.
- Driving new business from new and/or existing commercial targets in region
- Targeting and penetrating at the CxO level, auditor and practitioner/IT level of these organizations
- Support to identify, cultivate and formalize relationships with key business partners involved in the advising on and selling of Data Protection to government
- Generate leads by scheduling and presenting our portfolio, which includes Application Protection as well as Data Protection solutions
- Follow up on incoming leads by scheduling and presenting via virtual or onsite meetings
- Demonstrate the product’s capabilities and answer the main technical-sales questions
- Follow up continuously on all potential sales processes to advance them towards closing
- Negotiate terms/pricing and close deals
- Perform weekly meetings with the sales engineers to assess the status of all existing accounts, and to expedite the sales processes
- Schedule remote or on-site product evaluations performed by the sales engineers
- Perform weekly meetings with management to provide forecast on sales, pipeline, and pre-defined KPIs
- Ability to travel up to 50% of the time
Minimum Requirements:
Bachelor’s degree Preferred and/or a minimum of 5 years of proven expertise in Technology Solution Sales
3+ years of sales experience in IT Cyber Security industry
Established relationships with decision makers in Cyber Security departments in large enterprise accounts in Territory.
Ability to make decisions independently and manage the accounts or territories with minimal oversight.
Proficient in the use of Salesforce.com.
Strong background in cyber security products and subscription selling with experience working directly with enterprise accounts.
Experience in managing all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation/execution of the account plans.
Used to closing deals valued at 6 figures and above and comfortable dealing at a high senior/executive level.
Ability to travel domestically and internationally.
Excellent negotiation and closing skills.
Excellent communications and presentation skills.
Strong marketing sense and vision.
Ability to thrive under pressure.
Experience with high activity levels and managing a busy schedule of meetings.
Able to up-sell strategic / custom solution to a strategic account as well as penetrating and closing strategic targets.
Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that commercial goals are achieved.
Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization.
Capable of closing complicated deals and multi-year deals from discovering sales opportunities to contract completion.
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!
