Territory Sales Manager

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.

Hybrid- Austin, TX

Thales is hiring an Territory Sales Manager (TSM) is responsible for managing a list of existing customers in a specific geographic region as well as developing net new business within that same region.  The TSM will manage an existing book of business, serving existing hardware key accounts and finding growth opportunities with this set of customers to move to software offerings. The TSM will typically focus on selling into a variety of different size organizations and be tasked with creating, developing and executing sales strategies for new as well as assigned accounts.  The TSM will also be expected to deliver accurate and realistic sales forecasts.  The TSM is expected to deliver consistent revenue performance and growth - revenue responsibility usually ranges in the $2m - $5m range.

Key Areas of Responsibility

• Provide accurate and timely forecasting information to sales management

• Be able to act as a ‘trusted advisor’ and develop knowledge beyond just Thales products and services

• Deliver on revenue based sales quota objectives to achieve revenue and growth targets for all named accounts

• Schedule regular Customer Business Reviews with all accounts engaging at multiple levels within the account

• Map Thales SM BU Product Management to their counterparts in named accounts

• Manage all aspects of the sales cycle including prospecting, development of the customer relationship at all  levels and the implementation of the account plans

• Works with the pre-sales team and engage them deeply within all named accounts

Minimum Requirements

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

• 7+ years of sales experience in IT industries

• 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

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

• Used to high activity levels and managing a busy schedule of meetings

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

• Proficient in the use of salesforce.com and the Microsoft suite of collaboration tools

• Excellent negotiation and closing skills

• Strong marketing sense and vision

• Ability to thrive under pressure

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

• 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

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 [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) 148,173.00 - 290,000.00 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