Regional Sales Manager - Software Monetization – UK & Ireland

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.

Together we offer fantastic opportunities for committed employees to learn and develop their career with us. At Thales UK, we research, develop, and supply technology and services that impact the lives of millions of people each day to make life better, and keep us safer. We innovate across the major industries of Aerospace, Defence, Security and Space. Your health and well-being matters to us and that’s why we offer you the flexibility to do what’s important to you; whether that’s part time hours, job sharing, home working, or the ability to flex your start and finish times. Where possible, we support a working pattern that suits your lifestyle and helps you reach your ambitions.

Position Summary:

The position is responsible for building and managing customer relationships (enterprise-market segment). Also responsible for building financial and commercial offers; completes orders to close deals.

Software Monetization:

Thales has more than 30 years of experience in software protection, software delivery and license management with many thousands of customers worldwide. Software companies and smart device manufacturers can use these solutions to reliably license, deliver and protect their software, enabling steady business growth. The Sentinel product portfolio helps customers get the most value from their software whether it is on-premise, in the cloud or on an embedded device. Sentinel is the leading brand name in the software industry for secure, flexible and future-proof software monetization solutions.

Essential Functions / Key Areas of Responsibility:

MISSIONS & RESPONSIBILITIES:

• Accountable for sales results in EMEA (focus on UK&I), including achieving agreed revenue targets, establishing, and maintaining effective professional relationships with customers and realizing new opportunities within assigned enterprise customers.
• Ensure customer satisfaction by providing effective service and customer care in the territory consistent with company standards.
• Work virtual and in the field undertake customer visits and generate new business opportunities at trade shows, seminars, and other relevant events.
• Responsible for a group of assigned enterprise customers.
• Successfully negotiate the terms of an agreement and close sales in line with expectations.
• Direct Sales of our products, solutions, and services to the enterprise-market segment in the EMEA region.
• Market analysis and definition of key customers including participation in marketing activities, fairs, conferences, and executive briefings.
• Long term client/account management and account planning for defined clients (including Cross Sell/Up-Sell potential).
• Qualification of all enquiries generated through a variety of sources (Direct Mail, Tradeshows, Events, Website Enquiries, Advertising, PR).
• Close cooperation and management of internal resources in client projects (Pre-Sales, Product Management, Professional Services).
• Learn, implement, and adhere to our Diagnostic Sales Methodology.
• Thoughtfully manage Forecast and KPI targets.
• Timely and accurate reporting in our CRM System.

Minimum Requirements: Skills, Experience, Education, Technical/Specialized Knowledge, Certifications, Language:

SKILLS & EXPERIENCE REQUIRED:

• A consultative mindset and the skill of comprehensive listening.
• A motivated and dynamic person, able to excite customers and prospects.
• At least 7 years’ experience in Sales of Software/IT Solutions in a B2B environment, history of Sales Engineer / Consultant role is beneficial.
• A university educated to degree level (Business Administration / IT related or similar) or comparable education.
• An excellent communicator (speaking/writing) that is also excited by technology and how to create value through technology.
• A strategic thinker able to apply her/his skills to meet goals around Quota and KPI’s.
• An independent yet team-oriented person with a structured way of working.
• The ability to develop and understand complex business processes/business models in medium to large companies.
• Experience in sales methodologies such as value-based selling or diagnostic selling.
• Native language ability (English), professional fluency (written/spoken).

KPIs

• Quota Achievement
• Customer Satisfaction
• Deal Closure
• Pipeline Creation
• Forecast Accuracy

What We Can Offer:

Thales provides an excellent opportunity to develop a dynamic career in a friendly, international team and environment where we value your contribution, believe in your potential and are committed to your development. We support you with a clear career path that is underpinned by our policies of promotion from within, mobility, training and development programs. In line with our strategy of putting the needs of customers at the center of everything we do, and our commitment to innovation, we know it is our people who make it happen, and together we strive to exceed our customers’ expectations.

Does this sound like the opportunity for you? Apply today!

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In line with Thales' Baseline Security requirements, candidates will be asked to provide evidence of identity, eligibility to work in the UK and employment and/or education history for up to three years. Some vacancies may require full Security Clearance which can require further evidence to be provided. For further details of the evidence required to apply for Baseline and Security Clearance please refer to the Defence Business Services National Security Vetting (DBS NSV) Agency.

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.

Thales UK is committed to providing an inclusive and barrier-free recruitment process. We will provide reasonable adjustments and support to ensure neuro-diverse applicants or those with a disability or long-term condition can be their best during the recruitment process. To request an adjustment, if you need this job advert in an alternative format or if you have any questions about the recruitment process, please contact Resourcing Ops for mid to senior roles, or the Early Careers Team for graduate and apprentice roles.

Great journeys start here, apply now!