Regional IoT Sales Manager

Thales • Austin, TX

7d • $140,935 - $272,000 • Remote

About The Position

The Regional IoT Sales Manager develops, manages, and grows strategic customer relationships within an assigned U.S. territory, driving revenue through new business acquisition, opportunity management, account expansion, and customer retention. The role calls for commercial expertise and technical understanding of cellular connectivity, IoT solutions, digital identity, and security technologies, with the ability to engage business and technical stakeholders and influence decision-makers at customer organizations and within Thales.

The manager promotes Thales Mobile Connectivity Solutions, including connectivity services, eSIM solutions, IoT platforms, and value-added services. Responsibilities span the complete sales cycle, territory and account planning, executive relationship development, commercial negotiations, cross-functional account leadership, forecasting, customer satisfaction, and market and customer insight gathering. The role also represents customer feedback internally and participates in relevant industry forums and market events.

This is a remote role based in Austin, Texas, with approximately 30–50% domestic travel in the United States and occasional international travel as required. The position requires successfully completing a post-offer background check.

Requirements

• Bachelor’s degree in a relevant field and a minimum of 8–12+ years of relevant work experience, or a master’s degree in a relevant field and 6+ years of relevant work experience.
• At least 8 years of experience in telecom, IoT, connectivity, digital security, cloud, or related technology sales.
• Demonstrated success managing strategic customer relationships and achieving sales targets.
• Strong knowledge of cellular IoT solutions, connectivity services, eSIM technologies, mobile network ecosystems, and digital security solutions.
• Strong understanding of 4G, LTE-M, NB-IoT, 5G, and related IoT connectivity technologies.
• Ability to negotiate complex commercial agreements and influence executive-level decision-makers.
• Experience managing complex sales opportunities involving multiple stakeholders and extended sales cycles.
• Excellent communication, presentation, negotiation, and relationship-management skills.
• Strong business planning, forecasting, and account-management capabilities.
• Ability to travel approximately 30–50% domestically, with occasional international travel as required.
• Ability to successfully complete a post-offer background check.

Nice To Haves

• MBA or master’s degree.
• Experience working with Mobile Network Operators (MNOs), MVNOs, IoT service providers, device manufacturers, or large enterprise IoT customers.
• Familiarity with GSMA standards and the evolving eSIM ecosystem, including Consumer and IoT Remote SIM Provisioning frameworks (SGP.02, SGP.22, SGP.31/.32 and related standards).
• Experience selling managed services, SaaS platforms, cloud-based solutions, connectivity services, or digital security offerings.
• Experience participating in industry associations, standards organizations, or market development initiatives.

Responsibilities

• Drive revenue growth by promoting and selling Thales Mobile Connectivity Solutions, including connectivity services, eSIM solutions, IoT platforms, and value-added services.
• Manage the full sales cycle, from opportunity qualification and proposal development through negotiation, closure, implementation support, and account growth.
• Develop and execute territory and account strategies to achieve sales targets and business objectives.
• Collaborate with Client Acquisition Specialists to convert qualified opportunities into contracted business and long-term relationships.
• Build and maintain executive-level customer and industry stakeholder relationships.
• Negotiate commercial agreements and contractual terms, and close business opportunities in line with company objectives.
• Lead and coordinate cross-functional teams supporting assigned accounts, including solution architects, technical consultants, customer success, operations, product management, and delivery organizations.
• Maintain accurate opportunity pipelines, sales forecasts, account plans, and performance metrics.
• Establish account growth plans and monitor revenue, profitability, and customer satisfaction objectives.
• Proactively address customer needs, manage escalations, and coordinate internal resources to support customer satisfaction and issue resolution.
• Gather customer and market insights and communicate business requirements, competitive intelligence, risks, and opportunities to internal stakeholders.
• Represent customer feedback to product management and business leadership to inform roadmap priorities and business model evolution.
• Participate in industry forums, trade associations, standards bodies, and market events to increase visibility and identify opportunities.
• Track market trends, competitive activity, and emerging technologies in the cellular IoT and connectivity ecosystem.
• Act as the primary customer advocate within Thales for assigned accounts.
• Support cash collection activities and commercial issue resolution when required.

Benefits

• Elective health, dental, and vision insurance.
• Flexible spending and health savings accounts (FSA/HSA).
• Voluntary life and AD&D, whole group life with long-term care, critical illness, hospital indemnity, and accident insurance.
• Legal plan, identity theft protection, and pet insurance.
• Retirement savings plan after 30 days of employment, with company contribution and matching and no vesting period.
• Company-paid holidays and paid time off.
• Company-provided life insurance, AD&D, disability coverage, employee assistance plan, and well-being program.

What This Job Offers

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