Director, System Integrators and Service Providers

Location: Georgia_Remote_Worker, United States of America

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.

Remote- Georgia

Thales is currently seeking a Director, System Integrators and Service Providers will be responsible for HPE and Digicert, demonstrating Thales Data Security solutions can help improve their offerings to their customers; establishing and managing ‘sell-thru’ sales targets and profitability for Thales’ solutions. This role will be responsible for enabling and developing account penetration strategies to win the “sell-thru” and “sell to” business with HPE and Digicert.

Key Areas of Responsibilities:

• Develop, manage and grow revenue-driving relationships

• Understand and articulate our solution messaging, apply our solutions messaging and use cases to vertical markets

• Manage relationships and processes with the product and offering managers

• Help build go-to-market offerings with the partners and support their sales efforts to close deals

•  Act as an intermediary between IBM and our sales organizations

• Evangelize the value of partnerships internally to our sales teams

• Help close and book revenues through and with partner

• Manage contract negotiations and go to market processes

Minimum Qualifications:

• Bachelor’s degree in Business, Information Technology, or Cyber Security or equivalent experience

• 10+ years industry experience

• Sales/marketing orientation, with a high level of knowledge of the system integrator or service provider marketplace and an understanding of the security market.

• Strong track record of revenue accountability and revenue growth.

• Clear understanding of the various business and partnership models for service providers of all sizes, in addition to how to develop and grow/expand ‘sell thru’ sales within service provider partners.

• Experience in structuring and negotiating customized/sophisticated partnership agreements to meet specific service provider needs (e.g., pricing, support, professional services, etc.).

• Experience collaborating with partner sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, and other sales enablement/GTM activities.

If you’re excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community! https://careers.thalesgroup.com/global/en/jointalentcommunity. You can upload your CV and our recruiters can get in touch with any new opportunities that may be of interest to you.

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This position will require successfully completing a post-offer background check. Qualified candidates with criminal history will be considered and are not automatically disqualified, consistent with applicable federal law, state law (the California Fair Chance Act), and local ordinances (San Francisco Fair Chance Ordinance, City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, and Los Angeles County’s Fair Chance Ordinance for Employers).

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