Regional Sales Manager (Data/App Security)

Location: Michigan_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- Michigan

Thales is hiring an experienced and motivated Regional Sales Manager (RSM) for our Cyber Security Products (CSP) business professional to join our Sales Team. This position is responsible for selling to end-users through channel partners, leveraging all routes to market. The Regional Sales Manager will sell our market-leading CSP Portfolio (Data and Application Security) by understanding of the client’s business and the industry in which they thrive, the corresponding Data Protection initiatives (e.g. PCI, SOX, HIPAA, NERC, etc), identifying how we can match the customer needs, developing compelling business value propositions for our solutions and ultimately closing opportunities. The Small Country Manager will also develop and maintain trusted relationships with senior-level decision-makers and other key buyers within the region. The position will focus on white space (net new logo) sales.

Key Areas of Responsibility

• Penetration in the specified, primarily white space, account set in territory to identify and drive sales of our solutions

• Good knowledge of Data Protection Regulations, such as PCI, SOX, HIPAA, NERC ISO27001,IEC62443, etc.

• Driving new business from commercial and public sector targets in region

• Targeting and penetrating at the CxO level, auditor and practitioner/IT level of these organizations

• Support to identify, cultivate and formalize relationships with key business partners involved in the advising on and selling of Data Protection to government

• Generate leads by scheduling and presenting our portfolio, which includes Application Protection as well as Data Protection solutions

• 4-5 hours daily cold calling targeting White Space accounts

• Strong use of ZoomInfo, 6Sense, LinkedIn for Social Selling

• Demonstrate the product’s capabilities and answer the main technical-sales questions

• Follow up continuously on all potential sales processes to advance them towards closing

• Negotiate terms/pricing and close deals

Minimum Requirements

• Bachelor’s degree Preferred and/or a minimum of 5 years of proven expertise in Technology and/or Security Solution Sales or equivalent work experience

• 3-5 years of sales experience in IT Cyber Security industry

• Ability to make decisions independently and manage the accounts or territories with minimal oversight.

• Strong background in cyber security products and subscription selling with experience working directly with enterprise accounts greater than $2B in revenues.

• Experience in managing all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation/execution of the account plans.

• Able to up-sell strategic / custom solution to a strategic account as well as penetrating and closing strategic targets.

• 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.

• Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization.

• Capable of closing complicated deals and multi-year deals from discovering sales opportunities to contract completion.

• Travel up to 50%

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