Major Account Manager

Major Account Manager (MAM)

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 billions 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.

Thales is currently looking for a Major Account Manager (MAM) to join the Thales Software Monetization (SM) sales team. As a New Logo MAM, you will play a crucial role in acquiring new business and driving revenue growth by establishing and cultivating relationships with prospective clients within your assigned geographical territory.

The primary focus will be on selling our industry-leading software solutions to key decision-makers in various businesses. These accounts are typically large, complex organizations where we are looking to penetrate the account by sales of Thales Software Monetization suite of products and services. Your role will include creating, developing and executing sales strategies for your target accounts as well as generating accurate and realistic sales forecasts.

Key Areas of Responsibility

• Identify and research potential clients within the target market.
• Generate new leads through various channels, including but not limited to cold calling, email campaigns, and networking
• Research, plan and attend industry leading trade shows to promote Thales SM thought leadership and generate leads
• Use your personal network to educate the market on Thales SM value and generate leads

Client Engagement:

• Conduct thorough needs analysis to understand the unique requirements and challenges of potential clients
• Lead the business value analysis and case for change proposal development
• Present and demonstrate our Thales SM software solutions effectively to showcase their value proposition

Relationship Building:

• Develop and maintain strong, long-lasting relationships with key decision-makers within the target market and client organizations.
• Act as a trusted advisor, understanding client goals and aligning our solutions to meet their business objectives
• Facilitate feedback loop to Thales SM leadership and product management to enable customer led growth initiatives

Sales Negotiation and Closing:

• Create and deliver compelling sales proposals
• Negotiate terms and close deals, ensuring a win-win outcome for both the client and the company
• Work closely with the sales engineering team, business value champions, product development, and marketing to ensure a cohesive approach in our sales process – from lead generation to delivering client solutions

Minimum Qualifications:

• Bachelor's degree in Business, Engineering, STEM or related field
• 7 years of B2B sales experience in software industries, at least 3 years at major account sales
• Proven track record of managing a full lifecycle sales process – from prospecting to contract closing
• Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization
• Familiarity with order fulfillment chain and related components like CRM software (e.g., Salesforce), ERP software (e.g. SAP, Oracle), CPQ, Billing software, etc.
• Technology savvy individual with a conversational knowledge of API orchestration, SaaS, AI, Data Insights etc.
• 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.
• Relevant certifications in Opportunity qualification and management frameworks like MEDDIC, Challenger, etc.

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.

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 View email address on click.appcast.io.

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.

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