Regional Cyber Security Presales and Solution Architect

Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we’re driven by a mission to build a future we can all trust.

JOB OBJECTIVE

Thales DIS delivers cutting edge cybersecurity solutions to regional clients, with a strong focus on protecting critical infrastructure and mission critical environments. As part of our strategic growth to expand regional operations and leverage global expertise, we are seeking a Cybersecurity Sales Manager to drive business development, solution positioning, and revenue growth across the IT and OT cybersecurity portfolio.

The successful candidate will be a commercially driven cybersecurity professional with a strong understanding of complex security technologies and the ability to translate technical capabilities into compelling value propositions. They will lead customer engagement across key sectors, develop trusted relationships with senior stakeholders, and work closely with engineering, delivery, and partner teams to shape end to end cybersecurity solutions aligned with customer needs, regulatory requirements, and international standards.

This role is expected to support the full sales lifecycle, from opportunity identification and solution shaping through technical sales leadership and contract closure. It offers the opportunity to contribute directly to the protection of critical infrastructure, support the modernisation of legacy environments, and enable the delivery of resilient, high assurance cybersecurity solutions in some of the most demanding operational contexts across the region.

ROLES & RESPONSIBILITIES

• Lead regional business development activities for cybersecurity services across IT and OT environments, with a particular focus on critical infrastructure, government, and regulated industries.

• Support the full sales lifecycle, including pipeline development, opportunity qualification, commercial negotiations and contract closure.

• Lead and manage technology partner management, solution architecture, solution security design, interoperability between system of systems.

• Support sales managers in maintaining a healthy sales pipeline at minimum 3x coverage of quarterly revenue targets, continuously prospecting and developing opportunities to ensure sustainable revenue growth.

• Engage local and regional internal stakeholders from adjacent business units and business lines to generate opportunities.

• Engage senior customer stakeholders (C-suite, CIO, CISO, CTO, and operational leadership) to understand business drivers, risk profiles, and regulatory obligations, positioning Thales DIS cybersecurity offerings as trusted, high assurance solutions.

• Translate complex cybersecurity technologies and architectures into clear, value-driven propositions that address customer risk, resilience, and compliance requirements.

• Work closely with consulting, engineering, solution architects, and delivery teams to develop technically sound, compliant, and commercially viable proposals aligned with customer needs and international standards (e.g. ISO/IEC 27001, NIST, IEC 62443).

• Support and coordinate responses to RFPs, RFIs, and tenders, ensuring high-quality technical, commercial, and governance inputs that meet customer and regulatory expectations.

• Support the development and maintenance on strategic account plans for key customers, identifying upsell, cross-sell, and long-term partnership opportunities.

• Establish and manage relationships with technology partners, system integrators, and internal stakeholders to strengthen go-to-market execution and solution differentiation.

• Monitor market trends, competitor activity, and evolving cyber threats to inform sales strategy, product positioning, and customer engagement approaches.

• Support contract handover and transition to delivery teams, ensuring clear scope definition, risk management, and alignment between commercial commitments and delivery outcomes.

• Contribute to regional growth strategy, forecasting, and reporting, providing accurate pipeline visibility, revenue projections, and forecast updates to senior management with disciplined CRM hygiene and opportunity tracking.

• Ensure all sales activities comply with internal governance, export control, security, and ethical requirements applicable to high assurance and critical infrastructure environments.

WORK EXPERIENCE REQUIREMENTS

• Minimum of 10–15 years of progressive experience in cybersecurity, information security, or technology solutions, with at least 5 years in a sales, business development, or pre sales leadership role.

• Demonstrated track record of successfully selling complex cybersecurity solutions (products, systems integration, and/or managed services) into enterprise, government, defence, or critical infrastructure sectors.

• Proven experience managing the full enterprise sales lifecycle, including opportunity qualification, solution shaping, bid/tender management, commercial negotiation, and contract closure.

• Hands on experience responding to RFPs, RFIs, and formal tenders, particularly within highly regulated procurement environments.

• Strong exposure to IT and OT cybersecurity domains, including network security, identity and access management, endpoint security, encryption, security monitoring, and industrial control system (ICS/SCADA) security.

• Experience engaging with senior customer stakeholders (“C” level and executive leadership) and influencing decision making at both technical and business levels.

• Demonstrated ability to work effectively with engineering, solution architecture, and delivery teams to develop compliant, technically sound, and commercially viable solutions.

• Experience working with international standards and regulatory frameworks, such as ISO/IEC 27001, NIST, IEC 62443, and sector specific regulations applicable to critical infrastructure.

• Proven experience managing strategic accounts, building long term customer relationships, and driving account expansion through upsell and cross sell initiatives.

• Experience operating in matrixed, multinational organisations, with exposure to regional or global sales structures and collaboration across multiple geographies.

• Prior experience with technology partners, system integrators, or alliance led sales models is strongly preferred.

• Excellent communication and consulting skills, with the ability to translate technical findings into actionable business insights.

QUALIFICATION, CERTIFICATION & EDUCATIONAL REQUIREMENTS

Required

Education

• Bachelor’s degree in Information Security, Computer Science, Information Technology, Engineering, or a related technical discipline, or equivalent practical experience.

Professional Knowledge & Skills

• Strong foundational understanding of cybersecurity concepts, architectures, and risk management principles across enterprise IT environments.

• Working knowledge of international cybersecurity standards and frameworks, such as ISO/IEC 27001, NIST Cybersecurity Framework, and related best practices.

• Proven ability to communicate complex technical concepts clearly to non technical and executive stakeholders.

Governance & Compliance

• Awareness of local and international regulatory, compliance, governance requirements and industrial best practices applicable to critical infrastructure and regulated industries.

• Ability to operate within high assurance, security sensitive environments, adhering to internal governance, ethics, and compliance obligations.

Preferred

Advanced Education

• Postgraduate qualification such as a Master’s degree in Cybersecurity, Information Systems, Engineering Management, or Business Administration (MBA).

Cybersecurity Certifications

• Industry recognised cybersecurity certifications, including:

  • CISSP (Certified Information Systems Security Professional)

  • CISM (Certified Information Security Manager)

  • CCSP (Certified Cloud Security Professional)

  • GIAC certifications (e.g. GSEC, GICSP)

OT & Critical Infrastructure Security

• Certifications or formal training in industrial and OT security, such as:

  • IEC 62443 cybersecurity certifications

  • GICSP (Global Industrial Cyber Security Professional)

Sales & Commercial Certifications

• Certification or formal training in enterprise or complex sales methodologies, such as:

  • Miller Heiman / Strategic Selling

  • SPIN Selling

Vendor & Technology Exposure

• Vendor neutral or vendor aligned certifications in network security, IAM, encryption, SOC, or OT security platforms.

• Experience or eligibility to obtain security clearance, where required.

• Demonstrated commitment to continuous professional development in cybersecurity and enterprise sales disciplines.

At Thales, we’re committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you’ll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference – for a safer, greener, and more inclusive world.