AVP Sales Americas Identity & Access Management

The AVP AMERICAS Identity and Access Management Sales will lead and develop IAM sales efforts and growth across the AMERICAS region (NORAM and LATAM) for all CPL IAM product lines (CIAM, Workforce, and Devices), as well as cross-selling complementary products. This role is responsible for achieving sales numbers and revenue growth in commercial and federal segments, focusing on new logo acquisition and expanding existing customer relationships. The position involves direct and indirect routes to market, supported by marketing and expert teams, to drive an emerging business in the high-growth cybersecurity market.

Must Have

• Grow and develop the Identity and Access management business in AMERICAS, measured in Bookings and Billings.
• Prioritize and incentivize recurring revenue, CIAM and Devices revenue, and new logo acquisition.
• Align IAM sales objectives with overall CSP strategic planning.
• Meet or exceed assigned revenue targets for the AMERICAS.
• Establish IAM sales performance for the team and ensure accountability.
• Lead team development initiatives impacting IAM sales in the region.
• Work with marketing, product teams, and subject matter expert teams to improve go-to-market success.
• Align with Sales Operations to smoothly transact won-business.
• Bachelor’s degree in Business, Computer Science or relevant field.
• Demonstrable track-record in AMERICAS sales management with similar or higher bookings responsibility.
• Strong understanding of the IAM and cybersecurity markets, including CIAM domains.
• Experienced in C-level and IT business sales (CIO, Heads of Digital, Heads of Online, enterprise architects).
• Experienced in compliancy and security side of DMU’s (CISO, DPO, Compliance officers).
• Experienced in various GTM models (direct, 1 tier, 2 tier, GSI co-sell).
• Experience in consultative and/or value-based sales of products and solutions.
• Experience with modern GTM’s including Account Based Marketing and campaign-based Dem-gen.
• Willingness to engage in lasting relationships with key partners and key customers, experienced negotiator.
• Technical acumen and proficiency with Microsoft O365 and Salesforce.com.
• Exceptional leadership and communication skills.
• Strong sales mentoring and coaching skills, specific to growing cloud revenues.
• Ability to articulate business goals clearly and concisely to the team and external stakeholders.
• Ability to make strategic decisions on where to invest resources and be operational in closing business transactions.
• Creative leader bringing new ideas and concepts to the business.
• Motivational leader operating with integrity and at the highest ethical standards.
• Comfortable coaching teams and individuals on optimal interaction with customers and partners.
• Directly involved with strategic accounts on an ongoing basis.

Perks & Benefits

• Elective Health, Dental, Vision, FSA/HSA
• Voluntary Life and AD&D
• Whole Group Life w/LTC
• Critical Illness
• Hospital Indemnity
• Accident Insurance
• Legal Plan
• Identity Theft
• Pet Insurance
• Retirement Savings Plan (after 30 days of employment with a company contribution and a match, and with no vesting period)
• Company paid holidays
• Paid Time Off
• Company provided Life Insurance
• AD&D
• Disability
• Employee Assistance Plan
• Well-being Program

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.

Key Areas of Responsibility

• Responsible for growing and developing the Identity and Access management business in AMERICAS region – measured in Bookings and Billings, with a strong priority and incentive to drive recurring revenue, CIAM and Devices revenue and the acquisition of new logos.
• Aligns the IAM sales objectives with the overall CSP strategic planning.
• Meets or exceeds assigned revenue targets for the AMERICAS.
• Establishes the IAM sales performance for the team and ensures that key sales managers and reps are supported and accountable for delivering assigned results.
• Leads by example and implements on a daily basis team development initiatives impacting IAM sales in the region.
• Works with marketing (Dem-Gen and Field), product teams, subject matter expert teams, to improve go to market success and aligns with Sales Operations to smoothly transact won-business.

Minimum Requirements

• Bachelor’s degree in Business, Computer Science or any other relevant field of study.
• Demonstrateable track-record in AMERICAS sales management in a role with similar or higher bookings responsibility, team size or complexity.
• Strong understanding of the IAM and cybersecurity markets. Inclusive the CIAM domains,
• Experienced in C-level and IT business sales (CIO, Heads of Digital, Heads of Online, enterprise architects). as well as the compliancy and security side of DMU’s (CISO, DPO, Compliance officers)
• Experienced in various GTM models (direct, 1 tier, 2 tier, GSI co-sell) and understanding of fit for purpose for different sales motions.
• Experience in consultative and / or value-based sales of products and solutions.
• Experience with modern GTM’s inclusive Account Based Marketing and campaign based Dem-gen.
• Willingness to engage in lasting relationships with key partners and key customers, experienced negotiator.
• Technical acumen and proficiency with various business productivity sales tools, such as Microsoft O365 and Salesforce.com.
• Ability to lead and proven leadership of growing sales teams Exceptional leadership and communication skills and Strong sales mentoring and coaching skills, specific to growing cloud revenues.
• Ability to articulate the goals for the business and must be clear and concise in her/his communication to the team and to external stakeholders. Ability to make strategic decisions on where to invest resources, and at the same time possess the ability to be operational and get involved in closing business transactions.
• Creative leader that brings new ideas and concepts to the business for consideration.
• Motivational leader who operates with integrity and at the highest ethical standards.
• Comfortable coaching teams and individuals on optimal interaction with customers and partners, and is directly involved with strategic accounts on an ongoing basis.

This position will require successfully completing a post-offer background check. Qualified candidates with [a] criminal history will be considered and are not automatically disqualified, consistent with federal law, state law, and local ordinances.

We are an equal opportunity employer, including disability and veteran status. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.

If you need an accommodation or assistance in order to apply for a position with Thales, please contact us at talentacquisition@us.thalesgroup.com.

The reference Total Target Compensation (TTC) market range for this position, inclusive of annual base salary and the variable compensation target, is between

Total Target Cash (TTC) 248,001.60 - 461,869.20 USD Annual

This reflects how companies in a similar industry and geographic region generally pay for similar jobs. This range helps the Company make pay decisions as one data point among many. Where a position falls within this range is also dependent on other factors including – but not limited to – the employee’s career path history, competencies, skills and performance, as well as the company’s annual salary budget, the customer’s program requirements, and the company’s internal equity. Thales may offer additional benefits and other compensation, depending on circumstances not related to an applicant’s status protected by local, state, or federal law.

(For Internal candidate, if you need more information, please reach out to your HR Shared Service, 1st Point)

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, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance
• Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period
• Company paid holidays and Paid Time Off
• Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program