Regional Sales Manager - IAM Devices - Nordics

Location: Stockholm, Sweden

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.

"As market leader within Digital Identity and Security, Thales makes personal digital interaction simple and secure in an increasingly connected society. From secure software to biometrics and encryption, Thales provides technologies and services that enables business and governments to authenticate identities and protect data, enabling its clients to offer trusted digital services to billions of individuals. Located in Älvsjö since 2012, the site houses both a commercial office as well as two productions within Identity & Biometric Solutions, and Banking & Payment Services. Working commercially across all business areas within Digital Identity and Security, Thales has become a trusted partner within various businesses as well as governments throughout the Nordics.

Title: Regional Sales Manager - Nordics

Base Location: Stockholm (Hybrid model).

The position requires that you undergo and be approved in accordance with the applicable regulations for security protection. For positions where Thales has requirements for security clearance, this may entail a requirement for Swedish citizenship.

As we continue to expand our operations, we are seeking a highly motivated and results-driven Regional Sales Manager to join our dynamic team.

As the Regional Sales Manager for IAM Devices, you will be responsible for driving revenue growth and expanding market share in Nordics region.

Your goal will be to find & bring new customers as well as increase footprint within existing customers

You will collaborate closely with the marketing, channel, sales engineering, and professional services teams to ensure the successful reach of your sales goals. Your focus will be on cultivating strong relationships with key stakeholders in the market to promote our innovative solutions and increase our market presence in Nordics region.

 

Essential Functions / Key Areas of Responsibility

• Attached to the EMEA Device Team in a growing environment, you will be in charge to establish, develop and implement revenue generating Sales strategies.

• Manage/develop/maintain strong, successful relationships with the channel/partners, Thales sales teams and key end-user customers for continued business growth.

• Develop and implement a comprehensive sales strategy to (over)achieve yearly revenue targets and maximize market penetration in assigned territory.

• Grow new business and generate revenue within strategic accounts (current and new logo) and identify potential customers, create a robust pipeline, and convert leads into successful deals.

• Hunter sales attitude and experience.

• Work with marketing and (channel) partners to create new opportunities.

• Establish and nurture long-term business relationships with key decision-makers and influencers.

• Continuously monitor market trends, competitor activities, and regulatory changes to capitalize on opportunities and address potential threats effectively.

• Proactively drive all aspects of the sales cycle including prospecting, qualifying, presenting, organizing demos and POVs (proof of value), responding to RFPs, negotiating, and closing process.

• Actively contribute to account-based-marketing campaigns, events, external communications, and other go to market activities.

• Attend and assist with corporate and field marketing events.

• Regularly visit key existing partners/customers, actively involved in the recruitment of key new partners.

• Update management on status and performance through regular communication, forecasts, agendas, and reports.

 

Minimum Requirements:

• At least 5-10 years plus experience in Regional Sales, Key Account Management / Channel Sales in the IT security industry. Knowledge and experience with IAM devices and especially PKI, FIDO end user hardware product are a plus.

• Strong background in IT Security products and/or PKI technology selling with experience working directly with strategic accounts.

• Experience in Territory identification and research, to formalize a go-to-market strategy, create, and maintain a business plan. 

• Experience in development of the customer relationships at all levels and the implementation of the account mappings and account plans. 

• Experience in managing an end-to-end sales process through engagement of appropriate internal resources such as Presales Engineers, Professional Services, Product Management

• Experience in working with multi-element revenue models which include both one time and recurring revenue streams, and which may include multiple products.

• Capable of closing complicated deals from discovering sales opportunities to contract completion.

• Able to up-sell strategic existing accounts as well as penetrating and closing strategic targets.

• Strong presentation skills at all levels, business development acumen, and virtual team building.

• Results oriented and effective in customer situations comprising senior level management.

• Native Swedish and Fluent in English

• Educated to degree level with a business/ sales/ IT related qualification.

• Technical acumen and proficiency with various business productivity sales tools, such as Microsoft O365 and Salesforce.com

• Successful history of working with Resellers, VARs, System Integrators and GSIs

 

Preferred Qualifications

• Demonstrated success in achieving and exceeding sales targets, closing deals, and building strong customer relationships.

• Extensive knowledge of the Enterprise market in Nordics, including key players, market dynamics, and regulatory landscape.

• Ability to speak to C level and navigate through all levels of an organization to close deals.

• Previous experience selling cloud-based security products.

• Working in high-paced sales environments.

#LI-VJ1

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!