Major Account Manager

Thales • Austin, TX

1d • $220,000 - $375,000 • Remote

About The Position

Thales is seeking a results-driven Major Account Manager (MAM) to join the Thales Software Monetization (SM) sales team. As a New Logo MAM, you will be responsible for 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 industry-leading software solutions to key decision-makers in large, complex organizations. Your role will involve creating, developing, and executing sales strategies for target accounts, as well as generating accurate sales forecasts.

Requirements

• Bachelor’s degree in Business, Engineering, STEM, or related field.
• 7 years of B2B sales experience in software industries, with at least 3 years in 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 with a conversational knowledge of API orchestration, SaaS, AI, Data Insights, etc.
• Comfortable being an active participant in highly technical discussions and collaborating with Sales Engineers.
• Relevant certifications in Opportunity qualification and management frameworks like MEDDIC, Challenger, etc.
• Must be legally authorized to work in the United States for any employer at the time of hire.
• Position is not eligible for visa sponsorship.

Responsibilities

• Identify and research potential clients within the target market.
• Generate new leads through various channels, including cold calling, email campaigns, and networking.
• Research, plan, and attend industry trade shows to promote Thales SM thought leadership and generate leads.
• Use personal network to educate the market on Thales SM value and generate leads.
• Conduct thorough needs analysis to understand client requirements and challenges.
• Lead business value analysis and case for change proposal development.
• Present and demonstrate Thales SM software solutions effectively.
• Develop and maintain strong, long-lasting relationships with key decision-makers.
• Act as a trusted advisor, understanding client goals and aligning solutions to meet business objectives.
• Facilitate feedback loop to Thales SM leadership and product management for customer-led growth initiatives.
• Create and deliver compelling sales proposals.
• Negotiate terms and close deals.
• Work closely with sales engineering, business value champions, product development, and marketing for a cohesive sales process.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior