Sales Account Manager

Thales • Virginia Remote, VA

21d • $132,586 - $254,973 • Remote

About The Position

Thales is seeking an experienced Sales Account Manager for its Identity & Biometrics Solutions (IBS) business. This role is responsible for selling Thales solutions, protecting and growing the company’s strategic relationship with the U.S. Department of Homeland Security (DHS), and expanding its presence across federal law enforcement, border security, public safety, and digital identity markets. The position manages assigned federal sales opportunities through the full sales lifecycle—from qualification and solution positioning through financial and commercial offer development, negotiation, order completion, and contract award. The Federal Account Executive serves as a primary sales interface for assigned accounts and is accountable for pipeline development, forecast accuracy, order intake, account growth, and customer satisfaction. The role also identifies and shapes opportunities across DHS components and adjacent agencies responsible for national security, secure identity, border management, and public safety. Working at the intersection of artificial intelligence, advanced biometrics, and digital identity, the Federal Account Executive connects customer mission requirements with Thales solutions that support secure travel, fraud prevention, border security, identity assurance, and public safety. In partnership with Solution Engineering, Product Management, Marketing, Capture, Finance, Contracts, Legal, and Bid Management, the position develops customer-specific value propositions, financial and commercial offers, and competitive pursuit strategies that convert qualified opportunities into orders and support sustainable business growth.

Requirements

• Bachelor’s degree in Business, Engineering, Computer Science, or a related field.
• At least 8 years of successful enterprise sales, account management, business development, or capture experience supporting U.S. Federal Government customers, including meaningful responsibility for progressing opportunities toward orders or contract awards.
• Demonstrated success selling mission-critical technology solutions, such as biometrics, digital identity, AI-enabled software, cybersecurity, border security, law enforcement, public safety, or identity management technologies.
• Experience managing strategic federal accounts and delivering measurable sales growth through account expansion, opportunity conversion, competitive displacement, and new customer acquisition.
• Demonstrated experience developing financial and commercial offers, positioning customer value, supporting pricing decisions, negotiating commercial terms, and completing the activities required to close sales.
• Established relationships within DHS, federal law enforcement agencies, federal systems integrators, and/or relevant strategic industry partners.
• Proven ability to identify, qualify, shape, manage, and win complex, multi-million-dollar federal opportunities.
• Strong understanding of federal procurement processes, acquisition strategies, contract vehicles, competitive capture planning, and the federal acquisition lifecycle.
• Experience leading or coordinating responses to RFIs, RFPs, and other federal procurement activities.
• Ability to analyze customer requirements, competitive information, financial considerations, and sales data to support opportunity and commercial decisions.
• Strong customer communication, presentation, value-positioning, negotiation, and relationship-management skills.
• Ability to communicate complex technical concepts—including AI, biometrics, digital identity, cloud platforms, and enterprise software—to technical, acquisition, and executive audiences.
• Experience using CRM platforms to manage opportunity progression, customer activity, pipeline development, sales forecasting, and closing plans.
• Demonstrated ability to operate independently, manage competing priorities, and lead sales and pursuit activities through cross-functional influence rather than direct managerial authority.

Responsibilities

• Own assigned federal sales opportunities throughout the sales lifecycle—from qualification and customer engagement through solution positioning, commercial offer development, negotiation, order completion, and contract award.
• Serve as a primary sales interface for assigned DHS and federal accounts, building trusted relationships and maintaining a strong understanding of customer missions, priorities, purchasing requirements, and decision-making processes.
• Promote and sell Thales’ portfolio of biometric, digital identity, identity proofing, credentialing, AI-enabled, border security, and public safety solutions, translating customer needs into differentiated operational, technical, and commercial value propositions.
• Develop and execute sales and account plans that support order intake, revenue growth, margin objectives, account expansion, competitive displacement, and new customer acquisition.
• Build and present financial and commercial offers in collaboration with Finance, Solution Engineering, Product Management, Contracts, Legal, and other stakeholders, including pricing and commercial terms that appropriately consider customer requirements, competition, delivery, risk, profitability, and delegated authority.
• Lead or support customer negotiations involving pricing, scope, schedules, commercial terms, and change requests; address customer questions and objections; adapt offers as appropriate; and secure the internal approvals needed to advance opportunities toward closure.
• Coordinate the commercial and administrative activities required to convert accepted offers into orders, contracts, contract modifications, or other recognized bookings, while maintaining accountability for opportunity status, customer commitments, internal actions, and closing plans.
• Maintain customer satisfaction throughout the sales process; ensure accurate CRM, pipeline, and forecast information; and track performance against applicable sales indicators, including order intake, pipeline growth, forecast accuracy, revenue, and margin.
• Protect and grow Thales’ strategic DHS portfolio by building relationships with executive decision-makers, acquisition officials, program leaders, CIO and CTO organizations, federal systems integrators, and strategic industry partners.
• Identify, qualify, and shape adjacent opportunities across federal law enforcement, border security, public safety, digital identity, and other mission-critical government markets.
• Apply customer intelligence, market analysis, and federal-industry knowledge to anticipate mission needs, influence requirements and acquisition strategies, and position Thales before solicitations are released.
• Develop opportunity and capture plans addressing customer requirements, competitive positioning, win themes, solution gaps, teaming, pricing considerations, decision criteria, and overall pursuit strategy.
• Lead complex, multi-million-dollar federal pursuits by coordinating cross-functional contributors, internal bid gates, opportunity reviews, and responses to RFIs, RFPs, and other federal procurement activities.
• Prepare and coordinate required pursuit deliverables, including opportunity summaries, bid-gate materials, commercial strategies, executive summaries, compliant proposals, and closing plans.
• Monitor and communicate relevant customer requirements, federal policy, funding priorities, acquisition strategies, technology trends, competitive activity, risks, and market opportunities to inform product roadmaps, innovation priorities, go-to-market plans, account strategies, and teaming approaches.

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