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 we continue to expand our operations, we are seeking a highly motivated and results-driven Regional Sales Manager to join our dynamic Workforce Identity Access Management team.
As the Regional Sales Manager for Workforce IAM, you will be responsible for driving revenue growth and expanding market share in Eastern Europe region. 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 the region
Essential Functions / Key Areas of Responsibility
- Develop and implement a comprehensive sales strategy to (over)achieve yearly revenue targets and maximize market penetration in assigned territory.
- Identify potential customers, create a robust pipeline, and convert leads into successful deals.
- 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.
- Accurately forecast quarterly and monthly revenue streams.
- Maintain a rigorous, detailed, and up-to-date records on leads and opportunities in SFDC.
- Attend and assist with corporate and field marketing events.
- Regularly visit key existing partners/customers, actively involved in the recruitment of key new partners.
Minimum Requirements: Skills, Experience, Education, Technical/Specialized Knowledge, Certifications, Language
- Bachelor’s degree in Business, Computer Science or any other relevant field of study.
- Significant experience and a proven track record in selling complex cloud services to medium and large accounts.
- Demonstrable knowledge of IAM and / or cybersecurity and/or cloud solutions
- Technical acumen and proficiency with various business productivity sales tools, such as Microsoft O365 and Salesforce.com.
- “Hunter” profile, self-motivated and a team player. Comfortable with building and driving pipeline by yourself as well as with partners and marketeers.
- Exceptional sales and communication skills. Good writing and presentation skills: Able to articulate complex technical concepts in a clear and concise manner, (co-)write proposals, answering and presenting RFPs and guiding PoC’s.
- Strong ability to structure and manage the deal process with internal and external stakeholders and parties in a timely manner and at the highest quality. Proven ability to negotiate complex deals with various buyer personas at mid to higher management levels within customers.
- Successful history of working with Resellers, VARs, System Integrators and GSIs.
- Familiar with Enterprise Sales methodologies e.g., MEDDPICC.
- Fluent in Polish, English and an other Eastern European language is a plus.
Preferred Qualifications
- Demonstrated success in achieving and exceeding sales targets, managing deals, and building strong customer relationships.
- Extensive knowledge of the Enterprise market in Poland, Balkans and Eastern Europe, 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.
Special Position Requirements
- Ability to travel domestically and internationally up to 50% of the time.
What we can offer:
- A culture of loyalty, partnership and transparency, where a teamwork is a key factor in our growth.
- Tasks and projects providing growth opportunities in a motivating work environment.
- Employment (based on employment contract) in a company with a long history in innovation and technology.
- Sales Commission Plan.
- Possibility to work in a hybrid model, partially from home, partially from our office located in Warsaw.
- Necessary IT equipment and a company car.
- Private medical care co-funded by the company, life insurance, social fund benefits, lunch card, charity and social events.
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.
