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 billions 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 matter 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.
Job Title: Senior Regional Sales Manager North Europe - IAM Devices
Location: Remote UK
Ability to travel domestically especially to London / Reading site and internationally up to 50% of the time.
Position Summary:
As we continue to expand our operations, we are seeking a highly motivated and results-driven Senior Regional Sales Manager to join our dynamic team.
As Senior Regional Sales Manager IAM Devices for both Enterprise Strong Authentication & Digital Banking sectors, you will be responsible for driving revenue growth and expanding market share in UK&I and Northern Europe region.
Your goal will be to find & bring new customers as well as increase footprint within existing customers.
Covering UK&I, you will manage directly, as an individual contributor Regional Sales Manager, the UK&I markets and customers as well as lead a small team of Regional Sales Managers covering Northern Europe. The expectation is that 80% of the time you are performing as an individual contributor generating revenue and 20% of the time on team leadership, ensuring the team generates revenue.
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 UK&I region.
Essential Functions / Key Areas of Responsibility:
* Attached to the EMEA IAM Device Sales team in a growing environment, you will be in charge of establishing, developing, and implementing revenue-generating Sales strategies.
* Manage, develop, and 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 also generate revenue within strategic accounts (current and new logo) and identify potential customers, create a robust pipeline, and convert leads into successful deals.
* Coach the team on setting SMART goals, pipeline management, and accurate forecasting.
* 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: Skills, Experience, Education, Technical/Specialized Knowledge, Certifications, Language:
* 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, and Digital Banking end-user hardware product are a plus.
* Strong background in IT Security products and/or PKI/FIDO/ Digital Banking technology selling with experience working directly with strategic accounts.
* Experience in Territory identification and research, to formalize a go-to-market strategy, create, and execute on a business plan.
* Experience in BFSI sector (Banks and Financial Services, Insurance) is a plus.
* Experience in the development of customer relationships at all levels and the implementation of account mappings and account plans.
* Experience in driving 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 large deals from discovering sales opportunities to contract completion.
* Able to up-sell strategic existing accounts as well as penetrate and close 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 in English, other language such as French is a plus.
* 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 UKI, 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.
Due to the nature of the work that we do at Thales, many of our roles are subject to security restrictions. This role requires you to be a UK National and if you can obtain Security Clearance (SC) will be an advantage.
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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.
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