Note: The job is a remote job and is open to candidates in USA. Thales is a leading company in digital security solutions, and they are seeking an experienced Data Security Sales Specialist to drive growth and market penetration in the Americas. The role involves leveraging product and industry knowledge to support sales teams, develop strategic account plans, and engage with key decision-makers to achieve customer objectives and sales goals.

Responsibilities

• Aligns with Top Accounts at Global and Region Level
• Develop and Execute on a Global Account Strategy to grow overall TCV of the account
• Provide Product and Solution SME to support the Top Account Strategy
• Showcase most critical Business Outcomes with the client's decision makers
• Construct innovative commercial models/Enterprise Licensing Agreement addressing customer’s security outcomes.
• Develop and maintain (with the Account Team) a multi-year strategic account plan for the Top Account to meet or exceed customer objectives as well as Thales sales goals. Revise the plan to match changing account priorities.
• Articulate both Thales and Top Account value propositions to C-Level management within both Thales and the Account
• Create a Quarterly Business Review cadence with the Top Account sponsors to track our progress against the overall plan
• Maintain regular communications with the core sales teams and extended teams across all Thales pillars, through regular team calls and online collaboration.
• Build relationships with the customers executive team, earning a reputation as one of the Customers trusted business advisors.

Skills

• Minimum of 10 years experience selling into large Enterprise Accounts.
• Results-Driven: Ability to meet revenue targets and other KPIs.
• Maintain a high level of ethical conduct. Trust is critical in client relationships, and ethical behaviour is fundamental.
• Must be adaptable. This includes being open to change, staying current with industry trends, and adjusting strategies as necessary.
• Large Account Management Skills.
• Ability to work across large enterprises, pulling together different client teams & contacts.
• Ability to coalesce a cross functional team and lead to a common outcome.
• Ability to build, update and execute Enterprise level Account plans.
• Desire to Cross Sell CPL & Imperva Capabilities and align them with the clients’ 'Big Picture' Strategic Vision.
• Desire to position a Architectural Solution that ties to multiple business outcomes (i.e Cloud Modernization Strategy).
• Deep Knowledge of customers competitive environment (IBM) and ability to displace based on business value (not just technical value).
• Develop and execute the pursuit strategy through exceptional leadership, experienced deal acumen, broad commercial savviness, and a strategic mindset to properly position Thales strongest mutual value proposition to the client to win new business opportunities.
• Builds win-win business cases based on intimate understanding of client goals/objectives, competitive landscape, and Thales expected returns to balance competing interests (pricing, discounting, timelines, etc.).
• Deal Structuring Skills.
• Comfortable leading large scale strategic business transactions.
• Experience in developing Enterprise License Agreements.
• Provides leadership in the design, development and execution of pursuits, obtaining comprehensive pursuit knowledge to make informed recommendations and decision.
• Communication Skills.
• Present and communicate clearly the business plan to key Executives within customer IT & Security teams and internally to key Executives within CPL.
• Aptitude for leading an Architectural based discussion and tying that to a clients strategic vision.
• Provides leadership, coaching, and mentoring across all team members executing against the pursuit process.

Education Requirements

• Bachelor’s Degree from a four-year College/University OR 5+ years of business-to-business sales experience/training OR equivalent combination of education and experience.

Benefits

• 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

Company Overview