Channel Account Manager

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.

This position is hybrid model in our Berrini unit.

Position Summary

The Channel Account Manager will be responsible for establishing, developing, and implementing key strategic territory plans, channel initiatives and partner account plans with solution provider/reseller partner(s) specializing in security solutions for the Brazil and SOLA.

This position will work closely with key contacts to help partners build a vision and execute a strategy that derives maximum business benefit from offering our portfolio of solutions to their customers across Thales Data and Application Security. The CAM will manage all aspects of the business as well as be the liaison between the internal and partner sales and marketing teams. The CAM will implement a ROI approach to partnering efforts with an emphasis on revenue generation, channel generated opportunities, and a focus on product offerings that differentiate Thales in the marketplace. The Channel Account Manager will need to understand how to drive channel growth, create channel opportunities and manage partner relationships.

Key Areas of Responsibility

• Recruit and educate partners to drive Thales and Imperva sales.
• Manage, develop, and maintain strong and successful relationships with the channel partners, Thales sales teams, and key end-user customers for continued business growth.
• Build a joint business plan, with real action plans and a regular cadence of reviews.
• Plan and develop go-to-market strategies and execute on marketing initiatives to deliver on the strategy.
• Conduct analysis of partner coverage in region identifying gaps where recruitment is needed.
• Understand key goals and objectives of the partner and come to agreement on mutual goals that align the partner with ours.
• Understand and be conversant on the partner business metrics of taking on our solutions and building a profitable business selling, implementing, and supporting them. The CAM will facilitate and ensure all program requirements have been met by the partners.
• Key point of contact that manages the occasional handling of difficult conversations and bringing about successful resolutions with the partner.
• Enable the partner community to sell Thales solutions.
• Build the executive level Thales value proposition for target partners
• Keep management current on status and performance through regular communication, forecasts, reviews and reports.

Minimum Qualifications

• Four Year college degree (B.A / B.S.); or equivalent work experience may be substituted for degree.
• Fluent English and Spanish required.
• Experience in channel sales and channel development, in a security, appdev, networking, cloud based or Infrastructure Company preferably within a two-tier distribution environment.
• Ability to forecast annual, quarterly, and monthly revenue streams accurately.
• Capable of developing and presenting interesting solution strategies, meeting/exceeding customer requirements and expectations.
• Using business-planning skills to achieve a high level of customer and partner satisfaction.
• Ability to execute and deliver a defined plan to exceed revenue goals.
• Results oriented and effective in customer situations comprising senior level management.
• Ability to work in a fast-moving environment, to prioritize effectively to think big picture, and to use good judgment in resolving difficult issues.

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.
• Company paid holidays, vacation days, and paid sick leave.
• Company provided Life Insurance.

Why Join Us?

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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!