Associate Vice President Sales Americas
About The Position
Thales is hiring an experienced Associate Vice President Sales Americas who will provide leadership and development to the Software Monetization (SM) sales effort and growth in the Americas region. The AVP IAM AMERICAS Sales will stimulate its teams in cross-selling within the IAM domain, between the product lines of CPL, and leverage the Thales in- and external ecosystems. The Associate Vice President Sales Americas is responsible for the sales number and revenue growth in the commercial segments (directly) and will seek to grow business by new logo acquisition (Land) and expanding existing customers via cross- and upsell (Expand). The SM business represents an emerging business in a high-growth segment of the global cyber security market. This position will operate through both direct and indirect routes to market, along with social and digital activities to increase brand awareness and pipeline. The Sales activities will be supported by a dem-gen and field marketing organization as well as various SM domain-specific (Sales & Product) teams and subject matter experts. The Associate Vice President Sales Americas will interact with all these teams to mobilize and channel the right resources to the various GTMs.
Requirements
- Bachelor's degree is required, business or IT related major is preferred.
- 8-10 years experience with increased responsibility within a well-established organization (Global company preferred)
- 5-8 years management level experience
- 5-8 years experience of Regional responsibility
- 5-8 years experience in managing cybersecurity business in direct mode and indirect mode via a network of channel partners in the Americas.
- 5-8 years in software security.
- Excellent management skills with the ability to effectively direct the team’s performance in the territory.
- In-depth knowledge of sales principles and practices.
- Excellent time management, communication, decision-making, human relations, presentation and organizational skills.
- Strong motivator and influencer of team behavior
- Strong relationship builder with both internal and external constituents
- Ability to accurately predict revenues, and to develop and execute on go-to-market plans that meet company objectives
- Cross-cultural ability to accomplish objectives both at headquarters and in the field.
- 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.
Nice To Haves
- business or IT related major is preferred
Responsibilities
- Responsible for business development and sales of Thales SM product lines in the Americas, managing direct and indirect sales.
- Able to culturally adapt to be compelling in a global environment or in their regional responsibility.
- Drives achievement of sales objectives including sales volume, channel development and management, new business development, and management of existing revenue streams.
- Accurately forecast annual, quarterly, and monthly revenue streams.
- Ensures that sales goals and forecasts are consistent with the organization’s long-range strategic objectives.
- Works closely with marketing, product management, and other related parties to develop local pricing strategies, sales campaigns, and any other tools required to be successful in territory.
- Regularly visits key existing partners/customers, actively involved in the recruitment of key new partners.
- Accountable for achieving revenue and bookings targets.
- Builds and executes sales strategies aligned with company objectives.
- Monitors pipeline health, forecast accuracy, and quota attainment.
- Balance new logo acquisition with expansion of existing customers.
- Leads regional sales leaders, directors, account executives, and sales managers.
- Defines sales territories, quotas, compensation plans, and performance metrics.
- Recruits, develops, and retains top sales talent.
- Identifies new markets, customer segments, and growth opportunities.
- Aligns sales motions with product launches and business priorities.
- Coordinate with product teams on positioning and pricing.
- Owns sales forecasting and capacity planning.
- Reviews pipeline, deal progression, and risk factors.
- Reports performance to executive leadership.
- Engages directly in strategic opportunities and executive customer relationships.
- Helps remove obstacles from major deals.
- Negotiates high-value commercial agreements.
- Establishes KPIs and sales methodologies.
- Conducts business reviews and coaching.
- Drives continuous improvement in sales effectiveness.
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 Program, and Well-being Program
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What This Job Offers
Job Type
Full-time
Career Level
Senior
