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.
Major Account Manager (MAM)
Summary Description
The MAM is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, he is responsible for leading and driving sales engagements. He must be motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention.
He is responsible for meeting and exceeding his quota by crafting and implementing strategic territory plans targeting deployments of CPL Solution.
Main Responsabilities
- Manage about 20 named accounts with a mix of white space and existing customers, work with our partner community to gain access to white space accounts while upselling and cross selling existing customers
- Develop account plans for each of your named accounts, identify add on opportunities for incumbent book of business.
- Drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer
- Bring his experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors
- The focus must be to create and implement strategic account plans focused on attaining enterprise-wide deployments
- Understanding of the strategic competitive landscape and customer needs so he can effectively position Thales CPL Solutions
- Engage a programmatic approach to demand, generate, develop, and expand his territory
- Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
- Stay updated on industry news and trends, and how they affect CPL's products and services
- Surpass sales targets, consistently exceeding revenue expectations
- Actively displace competing technologies, expanding market share and establishing CPL as the preferred solution
- Demonstrate exceptional communication, negotiation, and presentation skills
- Exhibit a strong work ethic, unwavering commitment, and a drive to succeed
- Travel as necessary within your territory, and to company-wide meeting
Qualification, Education, Experience.
- Bachelor's degree in Computer Science, Information Systems, Engineering, Business, Management, Marketing (or related field) or equivalent experience
- Bilingual in Portuguese and English
- 9+ years of experience evangelizing enterprise security technology
- "Experience and knowledge of cloud-based architectures, ideally in a cybersecurity context
- Experience cultivating mutually beneficial relationships with our channel partners to bring channel-centric go-to-market approach for our customers
- Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts
- Possess a successful track record selling complex-solutions
- Excellent time management skills, and work with high levels of autonomy and self-direction
- Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals.
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!
Top Skills
What We Do
Thales is a global high technology leader investing in digital and “deep tech” innovations – connectivity, big data, artificial intelligence, cybersecurity and quantum technology – to build a future we can all trust, which is vital to the development of our societies. The company provides solutions, services and products that help its customers – businesses, organisations and states – in the defence, aeronautics, space, transportation and digital identity and security markets to fulfil their critical missions, by placing humans at the heart of the decision-making process.
