Major Account Manager (Software Monetization)

Thales is seeking a dynamic and results-driven New Logo Major Account Manager for its Software Monetization product. This role involves acquiring new business and driving revenue growth by establishing and cultivating relationships with prospective clients within an assigned geographical territory. The primary focus is on selling industry-leading software solutions to key decision-makers in large/complex organizations, aiming to penetrate accounts with Thales Software Monetization suite of products and services. Responsibilities include creating, developing, and executing sales strategies and generating accurate sales forecasts.

Must Have

• Identify and research potential clients.
• Generate new leads through various channels.
• Conduct thorough needs analysis for clients.
• Present and demonstrate Thales SM software solutions.
• Develop and maintain strong client relationships.
• Act as a trusted advisor to clients.
• Create and deliver compelling sales proposals.
• Negotiate terms and close deals.
• Collaborate with sales engineering, product development, and marketing.
• Bachelor's degree in Business, Marketing, or related field.
• Minimum 7 years of B2B software and IT solutions sales experience.
• Proven track record of success in acquiring new business.
• Experience selling into Fortune 500 companies.
• Prior experience in SaaS, CRM, ERP, or Billing technologies.
• Proven track record of managing a full lifecycle sales process.
• Capable of navigating large and complex sales opportunities.
• Familiarity with order fulfillment chain components.
• Technology savvy with conversational knowledge of SaaS, AI, Data Insights.
• Legally authorized to work in the United States.

Good to Have

• Relevant certifications in Opportunity qualification and management frameworks like MEDDIC, Challenger.

Perks & Benefits

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

Hybrid- Texas

Thales is hiring an Major Account Manager for our Software Monetization product is seeking a dynamic and results-driven New Logo Major Account Manager to join our expanding B2B Software Sales team. As a New Logo Major Account Manager, you will play a crucial role in acquiring new business and driving revenue growth by establishing and cultivating relationships with prospective clients within your assigned geographical territory. Your primary focus will be on selling our industry-leading software solutions to key decision-makers in various businesses. These accounts are typically large/complex organizations where we are looking to penetrate the account by sales of Thales Software Monetization suite of products and services. Your role will include creating, developing and executing sales strategies for assigned territories as well as generating accurate and realistic sales forecasts.

Key Areas of Responsobilities

Prospecting and Lead Generation:

• Identify and research potential clients within the target market.
• Generate new leads through various channels, including cold calling, email campaigns, and networking.
• Research, plan and attend industry leading trade shows to promote Thales SM thought leadership and generate leads
• Use your personal network to educate the market on Thales SM value and generate leads

Client Engagement:

• Conduct thorough needs analysis to understand the unique requirements and challenges of potential clients.
• Lead the business value analysis and case for change proposal development
• Present and demonstrate our Thales SM software solutions effectively to showcase their value proposition.

Relationship Building:

• Develop and maintain strong, long-lasting relationships with key decision-makers within the target market and client organizations.
• Act as a trusted advisor, understanding client goals and aligning our solutions to meet their business objectives.
• Facilitate feedback loop to Thales SM leadership and product management to enable customer led growth initiatives

Sales Negotiation and Closing:

• Create and deliver compelling sales proposals.
• Negotiate terms and close deals, ensuring a win-win outcome for both the client and the company.

Collaboration:

• Work closely with the sales engineering team, business value champions, product development, and marketing to ensure a cohesive approach in our sales process – from lead generation to delivering client solutions.

Minimum Requirements

• Bachelor's degree in Business, Marketing, or related field
• Relevant certifications in Opportunity qualification and management framworks like MEDDIC, Challenger, etc.
• Minimum 7 yrs of B2B sales experience and proven track record of success in B2B software and IT solutions sales, with a focus on acquiring new business
• Experience in selling into Fortune 500 companies
• Prior experience in SaaS, CRM, ERP or Billing technologies
• Proven track record of managing a full lifecycle sales process – from prospecting to contract closing
• Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization
• Familiarity with order fulfillment chain and related components like CRM software (e.g., Salesforce), ERP software (eg. SAP, Oracle), CPQ, Billing software, etc.
• Technology savvy individual with a conversational knowledge of SaaS, AI, Data Insights etc.
• 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

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Applicants must be legally authorized to work in the United States for any employer at the time of hire. This position is not eligible for visa sponsorship or for assuming sponsorship of an employment visa now or in the future.

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.

Why Join Us?

Say HI and learn more about working at Thales click here_

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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

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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) 197,760.00 - 357,400.80 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

About Thales

In a world that is increasingly fast moving, unpredictable – and full of opportunities, trust is essential for societies to flourish. Trust in our institutions. Trust in our systems. Trust in technology. Trust in each other.

And the people we all rely on to make the world go round, they rely on Thales. They come to us with big ambitions: to make life better, to keep us safer.

From the bottom of the oceans to the depths of space and cyberspace, we help our customers navigate uncertainty with confidence and new frontiers with optimism. Thinking smarter and acting faster - mastering ever greater complexity and every decisive moment along the way.

We collaborate to architect and deliver high technology solutions that are both imaginative and resilient, human-centered and sustainable. So that together we can harness the extraordinary power of technology to build a future we can all trust.

Thales is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, protected veteran status, disability status, age or any other characteristic protected by law. Please read Thales Equal Opportunity Policy Statement

. Please read our Pay Transparency Policy Statement

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For more information about your rights as an applicant, please review EEO is the Law

and EEO is the Law Supplement

or EEO is the Law (Spanish)

and EEO is the Law Supplement (Spanish)

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If you need an accommodation or assistance in order to apply for a position with Thales, please call Human Resources at 1-844-504-7271 or email us at resourcing@us.thalesgroup.com

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Thales is an E-Verify employer - learn more here

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