Regional Sales Manager Application Security (Open also to Protected Category - Law 68/99)

Thales is seeking an experienced and highly motivated Regional Sales Manager for their Application Security Sales Team in Gorgonzola, Italy. This role involves selling Thales Application Security Platform solutions to end-users through channels, understanding client business needs, developing compelling value propositions, and closing opportunities. The manager will also build and maintain trusted relationships with senior decision-makers in the region, focusing on the Italy & Malta region.

Must Have

• Bachelor or master degree (STEM or economics)
• 7+ years experience in Cyber Security vendor, system integrator, service provider, large reseller channel development and network industry with security experience
• 7+ years B2B sales experience in developing accounts and implementing strategic plans
• 7+ years related experience in security, networking or infrastructure company, preferably in two tiers distribution
• Sell Thales Application Security solutions into Italy & Malta region
• Conduct analysis of accounts coverage in region
• Develop executive level Thales AppSec value proposition for target accounts
• Develop medium and long-term strategic business plan with partners
• Manage execution of business plans, strategies, sales, and marketing tactics
• Identify customer target opportunities and perform technical assessment
• Maintain strong, successful relationships with Key Accounts
• Develop relationships with top management (MD, Vice Presidents; CxO level)
• Provide accurate and reliable weekly forecast to Management
• Work in team, collaborate with Presales Engineers, Products Marketing, and peer sales teams
• Maintain accurate record of all sales opportunities using CRM system (SFDC)

Good to Have

• Previous experience with application security vendor in the Italian market

Perks & Benefits

• Career development opportunities through global mobility policy
• Flexibility in working arrangements

Location: Gorgonzola, Italy

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.

Cloud Protection & Licensing - Today's businesses depend on the cloud, data and software in order to make decisive decisions. That's why the most respected brands and largest organizations in the world trust Thales to help them protect and secure access their most sensitive information and software wherever it is created, shared or stored – from the cloud and data centers to devices and across networks. Our solutions enable organizations to move to the cloud securely, achieve compliance with confidence, and enable trust in digital and software services used by billions of consumers every day.

Thales Cyber Security Products, Application and Data Security is seeking an experienced, highly motivated sales professional to join our Application Security Sales Team. This position is responsible for selling to end-users through channels (tier 1 and 2), leveraging all routes to market. The Regional Sales Manager will sell our market-leading Thales Application Security Platform by understanding of the client’s business and the industry in which they thrive, the corresponding Application Security initiatives, 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.

Qualification Requirements

Experience:

• bachelor or master degree (STEM or economics);
• 7 years plus experience in a Cyber Security vendor, system integrator, service provider, large reseller channel development and network industry with experience in security;
• 7 years plus B2B sales experience in developing accounts and implementing strategic plans and initiatives;
• 7 years minimum of related experience in a security, networking or infrastructure company preferably within a two tiers distribution environment;
• Previous experience with application security vendor in the Italian market is a plus.

Skills:

• Strong background in IT Security products, Application security solutions;
• Strong communication skills mandatory with the ability to engage with all levels of organization;
• Strong presentation skills at all levels, business development acumen, and virtual team building;
• Italian End customer portfolio;
• Sales of subscription-based services;
• Pipeline creation, development, management, preferably using Salesforce;
• Capable of developing and presenting interesting solutions strategies, meeting /exceeding customer requirements/expectations;
• Results oriented and effective in customer situations comprising senior level management;
• Must have proven ability to work independently in a dynamic sales environment;
• Must demonstrate both personal integrity and the ability to exercise good judgment;
• Ability to perform job functions independently with limited supervision;
• Knowledge of sales of software, cloud or computer related products;
• Ability to manage business while achieving a high level of customer and partner satisfaction;
• Strong business planning skills and proven ability to execute and deliver a defined plan.

Essential Duties & Responsibilities

include, but are not limited to the following:

• Sells Thales Application Security solutions into Italy & Malta region
• Conduct analysis of accounts coverage in region identifying gaps where recruitment is needed;
• Develop executive level Thales AppSec value proposition for target accounts;
• Develop a medium and long-term strategic business plan with the partners and gain Executive commitment from partner to move forward;
• Manage execution of business plans, strategies, defining sales, marketing strategies, tactics, and actions in order to help to develop the territory and meet targets assigned (i.e. revenue growth, market penetration, new logos);
• Identify jointly, with partner, customer target opportunities, technical assessment and document;
• Be constantly in touch with main customers/end users;
• Manage/develop/maintain strong, successful relationships with Key Accounts for continued business growth;
• Develop relationships with top management (MD, Vice Presidents; CxO level);
• Keep management current on status and performance through regular communication, agendas and reports;
• Provide accurate and reliable weekly forecast to the Management;
• Works in team, collaborate closely with Presales Engineers, Products Marketing and peer sales teams;
• Maintain an accurate record of all sales opportunities throughout the sales process using the CRM system (SFDC);
• Other duties/special projects as assigned.

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!