Regional Sales Manager at Thales DIS CPL USA Inc. in San Jose, California

Job Description:

Location: California, 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.

Thales is currently looking for a Regional Sales Manager (RSM) - West to join Thales working REMOTELY in either of multiple west coast locations (NoCal, SoCal, etc.). The Regional Sales Manager (RSM) - West will be responsible for establishing, developing and implementing key strategic territory plans channel initiatives and partner account plans with solution provider/reseller partner(s) specializing in security solutions.

The Regional Sales Manager is responsible for managing a small number of large/strategic accounts within a specific geographic region as well as developing net new business within that same region.  The RSM will typically focus on selling into larger/complex organizations and will be tasked with creating, developing and executing sales strategies for new as well as assigned account(s).  The RSM is expected to deliver consistent revenue performance and growth - revenue responsibility usually ranges in the $3m - $5m range.

Key Responsibilities

• Provide accurate and timely forecasting information to sales management




• Be able to act as a ‘trusted advisor’ and develop knowledge beyond just Thales products and services




• Deliver on revenue based sales quota objectives to achieve revenue and growth targets for all named accounts




• Schedule regular Customer Business Reviews with all accounts engaging at multiple levels within the account




• Map Thales SM BU Product Management to their counterparts in named accounts




• Manage all aspects of the sales cycle including prospecting, development of the customer relationship at all levels within the organization and the implementation of the account plans




• Works with the pre-sales team and engage them deeply within all named accounts

Required Skills & Experience

• Bachelor’s degree in Cybersecurity, Business or any other related field




• Minimum 5 years of sales experience in IT industries, at least 3 years at major account sales




• Strong background in software products and/or subscription selling with experience working directly with strategic accounts




• 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




• Perform bi-annual strategic account reviews with the account management team & Thales executive team




• Used to closing deals valued at 6 figures and above and comfortable dealing at a high senior/executive level




• Used to high activity levels and managing a busy schedule of meetings




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




• Proficient in the use of Salesforce.com




• Excellent negotiation and closing skills




• Excellent communications and presentation skills




• Strong marketing sense and vision




• Ability to thrive under pressure




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




• 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

Preferred Skills & Experience

This position will require successfully completing a post-offer background check. Qualified candidates with (a) criminal history will be considered and are not automatically disqualified, consistent with federal law, state law, and local ordinances.

Successful applicant must comply with federal contractor vaccine mandate requirements.

Thales champions inclusion and we believe diversity strengthens the fabric of our culture. We are an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, 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.