Major Account Manager, B2B Software Sales

Location: Austin, 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.

Position Summary

Austin, Hybrid

Thales is seeking a strategic, customer-obsessed, and growth-oriented Major Account Manager to join our Software Monetization B2B Software Sales Expand team.

In this role, you will focus exclusively on expanding relationships within our customer base, driving revenue growth by identifying new opportunities for cross-sell, upsell, and long-term partnership development.

You will own the renewal cycle, lead Customer Business Reviews, and develop and execute Key Account Plans that align our solutions to customer business outcomes. Your ability to build deep relationships, identify whitespace opportunities, and bring cross-functional teams together will be key to your success.

Key Areas of Responsibilities

Expansion Strategy Execution

• Own and execute customer expansion strategies focused on driving product adoption, renewals, and additional solution sales (cross-sell/upsell) across Thales Software Monetization (SM) offerings.

Account Growth & Penetration

• Develop deep understanding of account structure, organization, goals, and roadmap. Identify whitespace opportunities to increase Thales SM footprint across business units and stakeholders.

Renewal Management

• Proactively manage the end-to-end renewal cycle, mitigating churn risk, demonstrating ROI, and aligning value to client business goals.

Customer Business Reviews (CBRs)

• Lead regular CBRs with executive and operational stakeholders to reinforce value delivered, review roadmap alignment, and position new opportunities.

Key Account Planning

• Build and own Key Account Plans for top strategic customers. Leverage internal and external resources to drive strategic alignment, adoption milestones, and long-term growth.

Stakeholder Engagement

• Strengthen and expand relationships with key decision-makers across functional and executive levels. Serve as a trusted advisor and voice of the customer internally.

Collaboration

• Partner closely with Customer Success, Sales Engineering, Professional Services, Product Management, and Marketing to ensure cohesive customer engagement and growth planning.

Minimum Qualifications

• Bachelor’s degree in Computer Science, Engineering, or related technical field

• 8+ years of experience in B2B account management, renewals, or customer expansion roles, preferably in enterprise software or SaaS

• Proven track record of growing revenue within existing accounts through renewals, upsell, and cross-sell

• Strong executive presence with the ability to build and deepen C-level relationships

• Comfortable managing complex customer lifecycles and navigating large enterprise organizations

• Conversational knowledge of SaaS, licensing models, data insights, AI, or software monetization concepts

• Proven success in enterprise sales to software or intelligent device vendors

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.

Special Position Requirements

Travel: 1-2 times per month domestically; and once per year internationally

Why Join Us?

Say HI and learn more about working at Thales click here.

#LI-Hybrid

#LI-TI1

This position will require successfully completing a post-offer background check. Qualified candidates with [a] criminal history will be considered and are not automatically disqualified, consistent with federal law, state law, and local ordinances.

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) 220,000.00 - 375,000.00 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