Regional Sales Manager

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 a 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 both an Identity greenfield and customers to promoting our platform for IAM 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 a 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 IAM 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.
   

• Bachelor’s Degree in Computer Science, Business Administration or another related field of study.   
• 5+ years of direct enterprise technology solution sales experience.
• Ability to create and maintain good relationships with senior managers and C-Level executives in Fortune 2000 companies.
• Ability to manage time effectively in order to optimize productivity.
• Proven track record of bringing new approaches to the market and of meeting/exceeding associated sales goals.
• Strong oral (story telling) and written communication is key.
• Business development mindset with a track record of identifying and capitalizing on business opportunities.
• Ability to work in a structured corporate environment while executing within a fast-paced and dynamic ecosystem.
• Takes initiative / self-motivating. Consistently takes the lead and will go until results are met.
• Must be team and goal-oriented, possess high organizational skills, persistent, autonomous, accountable and a strong leader.
• Must be able to travel of up to 50% of the time (under normal business travel conditions)
   

• Experience in selling IAM, IGA, Customer Data Platforms and CIAM solutions would meet with cheers.
• Consultative Selling Skills background.
• Experience/knowledge in business value selling.
• Previous negotiation, value-based or solution selling sales training.
• Previous experience working with Microsoft Office, Salesforce, Demand Base, Sales Navigator and ZoomInfo.