Regional Sales Manager

Location: Massachusetts, United States of America

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.

Remote- North East Region (MA, CT, NH, ME, VT, RI or NY)

Thales is seeking a highly experienced, highly motivated sales professional for our Regional Sales Manager to join our sales team. This Regional Sales Manager is responsible for selling to end-users through channel partners, leveraging all routes to market. The Regional Sales Manager will sell our market-leading Cyber Security Product (CSP) Portfolio (Data and Application Security) by understanding of the client’s business and the industry in which they thrive, the corresponding Data Protection initiatives (e.g. PCI, SOX, HIPAA, NERC, etc), identifying how we can match the customer needs, developing compelling business value propositions for our solutions and ultimately closing opportunities. The Regional Sales Manager will also develop and maintain trusted relationships with senior-level decision-makers and other key buyers within the region. The position will focus on white space (net new logo) sales.

Key Areas of Responsibility

• Penetration in the specified account set in territory to identify and drive sales of our solutions

• Good knowledge of Data Protection Regulations, such as PCI, SOX, HIPAA, NERC ISO27001, IEC62443, etc.

• Driving new business from commercial targets in region

• Targeting and penetrating at the CxO level, auditor and practitioner/IT level of these organizations

• Support to identify, cultivate and formalize relationships with key business partners involved in the advising on and selling of Data Protection to government

• Generate leads by scheduling and presenting our portfolio, which includes Application Protection as wel as Data Protection solutions

• Follow up on incoming leads by scheduling and presenting via virtual or onsite meetings

• Demonstrate the product’s capabilities and answer the main technical-sales questions

• Follow up continuously on all potential sales processes to advance them towards closing

• Negotiate terms/pricing and close deals

• Perform weekly meetings with the sales engineers to assess the status of all existing accounts, and to expedite the sales processes

• Schedule remote or on-site product evaluations performed by the sales engineers

• Perform weekly meetings with management to provide forecast on sales, pipeline, and pre-defined KPIs

Minimum Requirements

• Bachelor’s degree or equivalent work experience may be substituted for degree

• 5 years of proven expertise in Technology and/or Security Solution Sales

• 5+ years of sales experience in IT Cyber Security industry

• Established relationships with decision makers in Cyber Security departments in large enterprise accounts in Territory

• Ability to make decisions independently and manage the accounts or territories with minimal oversight

• Strong background in cyber security products and subscription selling with experience working directly with
  enterprise accounts

• Experience in managing all aspects of the sales cycle including prospecting, development of the customer
  relationship at all levels and the implementation/execution of the account plans

• Closing deals valued at 6 figures and above and comfortable dealing at a high senior/executive level

• Able to up-sell strategic / custom solution to a strategic account as well as penetrating and closing strategic
  targets.

• Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that commercial goals are achieved.

• Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization.

• Capable of closing complicated deals and multi-year deals from discovering sales opportunities to contract completion.

• Proficient in the use of Salesforce.com

Applicants must be legally authorized to work in the United States for any employer at the time of hire. This position is not eligible for visa sponsorship or for assuming sponsorship of an employment visa now or in the future.

If you’re excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community! https://careers.thalesgroup.com/global/en/jointalentcommunity. You can upload your CV and our recruiters can get in touch with any new opportunities that may be of interest to you.

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This position will require successfully completing a post-offer background check. Qualified candidates with criminal history will be considered and are not automatically disqualified, consistent with applicable federal law, state law (the California Fair Chance Act), and local ordinances (San Francisco Fair Chance Ordinance, City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, and Los Angeles County’s Fair Chance Ordinance for Employers).

We are an equal opportunity employer, including disability and veteran status. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.

If you need an accommodation or assistance in order to apply for a position with Thales, please contact us at [email protected].

The reference Total Target Compensation (TTC) market range for this position, inclusive of annual base salary and the variable compensation target, is between

Total Target Cash (TTC) 197,760.00 - 357,400.80 USD Annual

This reflects how companies in a similar industry and geographic region generally pay for similar jobs. This range helps the Company make pay decisions as one data point among many. Where a position falls within this range is also dependent on other factors including – but not limited to – the employee’s career path history, competencies, skills and performance, as well as the company’s annual salary budget, the customer’s program requirements, and the company’s internal equity. Thales may offer additional benefits and other compensation, depending on circumstances not related to an applicant’s status protected by local, state, or federal law.

(For Internal candidate, if you need more information, please reach out to your HR Shared Service, 1st Point) 

Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following:

•Elective Health, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance

•Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period

•Company paid holidays and Paid Time Off

•Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program