Regional IoT Sales Manager

Thales • Austin, TX

6d • Remote

About The Position

The Regional IoT Sales Manager develops, manages, and grows strategic customer relationships within an assigned U.S. territory. The role drives revenue growth through new business acquisition, opportunity management, account expansion, and customer retention, combining commercial expertise with technical understanding of cellular connectivity, IoT solutions, digital identity, and security technologies. The manager engages business and technical stakeholders, influences decision-makers, and collaborates across Thales functions to support customer success.

The position promotes and sells Thales Mobile Connectivity Solutions, including connectivity services, eSIM solutions, IoT platforms, and value-added services. It manages the full sales cycle, develops territory and account strategies, maintains pipelines and forecasts, negotiates commercial agreements, leads cross-functional account teams, and addresses customer needs and escalations. The role also gathers market and customer insights, represents customer feedback internally, and participates in relevant industry activities.

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

Requirements

• Bachelor’s degree in a relevant field with at least 8–12+ years of relevant work experience, or a Master’s degree in a relevant field with at least 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.
• Proven 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.

Nice To Haves

• MBA or other 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.
• 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

• Promote and sell the full portfolio of Thales Mobile Connectivity Solutions, including connectivity services, eSIM solutions, IoT platforms, and value-added services.
• Manage the complete sales cycle, from opportunity qualification through proposals, negotiation, closure, implementation support, and ongoing 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 lasting customer relationships.
• Build and maintain executive-level relationships with customers and key industry stakeholders.
• Negotiate commercial agreements and contractual terms and close business in line with company objectives.
• Lead and coordinate cross-functional teams supporting assigned customer accounts.
• Maintain accurate opportunity pipelines, sales forecasts, account plans, and performance metrics.
• Develop account growth plans and monitor revenue, profitability, and customer satisfaction objectives.
• Proactively address customer needs, manage escalations, and coordinate internal resources to ensure customer satisfaction.
• 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 help influence roadmap priorities and business model evolution.
• Participate in industry forums, trade associations, standards bodies, and market events to increase visibility and identify opportunities.
• Support cash collection activities and commercial issue resolution when required.
• 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.

Benefits

• Elective health, dental, and vision coverage.
• Flexible spending account and health savings account options.
• Voluntary life and AD&D insurance, 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 a company contribution and match 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