Regional Sales Manager

Location: Remote UK, United Kingdom

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.

We are currently looking for a Regional Sales Manager (RSM) to join Thales for positioning and selling the Customer Identity and Access Management (CIAM) platform called OneWelcome. As a RSM, you will be an individual contributor responsible for promoting, positioning, and selling Thales’ CIAM portfolio into Enterprise accounts, our Partners and GSI’s.
Your success in this endeavor will enable companies to successfully build, secure and maintain external relationships. These include use-cases for consumers (B2C) and the business eco-system (B2B). Therefore, directly impacting their business model and revenue.

This position requires a dynamic consultative individual with a proven track record in solution selling and enterprise-level sales and the ability to establish and nurture strong relationships with key stakeholders.

The RSM will be responsible for sales and business development activities in the assigned territory. You will create and execute sales strategies to meet and exceed your revenue goals, and work with marketing and value-added partners towards mutual success. As an business developer, you will be hands-on in creating awareness, identifying opportunities, and successfully closing deals.

As Thales has been a strong player behind many successful brands, we require you to expand the brand recognition and market awareness from the ground up. Acting in an Identity B2B greenfield and promoting our platform for CIAM will be key to your success.

Key Responsibilities:

Business Development and Sales Execution:

• Achieve the annual quota attainment assigned by acquiring new customers within a defined region / territory.

• Take an business development approach to identify, create, and capitalize on new business opportunities within the region.

• Act proactively to identify new business opportunities by following up on leads, requests for proposals (RFPs) and through your own initiated social selling / prospecting efforts.

• Determine solution fit by conducting customer sales presentations and managing the sales process to contractual close.
  You will be supported by a Solution Engineer for the technical aspects of the solution.

• Apply consultative selling techniques to understand customer business objectives and translate these into use-cases,
  allowing for customer acceptance of the solution requirements and the overall approach.

• Facilitate the acquisition process of our products and services with a customer’s procurement team through a Value Added Reseller (VAR) or from Thales directly.

• Accurately forecast annual, quarterly, and monthly revenue streams.

• Maintain an accurate reflection of your sales activity, business’ pipeline and revenue forecast in Salesforce for Thales leadership.

• Represent Thales and provide a clear vision and context for market opportunities, while also providing market feedback into the product team.

• Participate in various industry-marketing events in your territory to find new prospects and build partner relationships.

Customer-Centric Approach:

• Ability to message, and sell to, C-Suite individuals at some of Thales’ most strategic customers and prospects.

• Cultivate and maintain strong, customer-centric relationships with key clients, understanding their unique needs and positioning our CIAM platform as the solution of choice.

• Regularly visit key existing partners / prospects / customers.

Collaboration:

• Work collaboratively with your peers in other regions as well as your internal colleagues to facilitate a positive team environment.

• Collaborate with marketing, product management and other related parties to develop sales strategies, sales campaigns and any other tools required to be successful in the territory and deliver exceptional value to customers.

Adaptability and Learning:

• Stay informed about industry trends, emerging technologies, and competitive landscapes.

• Demonstrate adaptability by quickly learning and integrating new information into sales strategies.

Intrapreneurial Spirit:

• Embrace calculated risk-taking and experimentation in sales strategies to stay ahead in a dynamic market.

• Think and act like an entrepreneur while working within the corporate structure.

#LI-DB1

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!