Territory Sales Manager

Thales • Austin, TX

17h • $148,173 - $290,000 • Hybrid

About The Position

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure. Hybrid- Austin, TX Thales is hiring an Territory Sales Manager (TSM) is responsible for managing a list of existing customers in a specific geographic region as well as developing net new business within that same region. The TSM will manage an existing book of business, serving existing hardware key accounts and finding growth opportunities with this set of customers to move to software offerings. The TSM will typically focus on selling into a variety of different size organizations and be tasked with creating, developing and executing sales strategies for new as well as assigned accounts. The TSM will also be expected to deliver accurate and realistic sales forecasts. The TSM is expected to deliver consistent revenue performance and growth - revenue responsibility usually ranges in the $2m - $5m range.

Requirements

• Bachelor’s degree or equivalent work experience may be substituted for degree
• 7+ years of sales experience in IT industries
• Experience in managing all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation/execution of the account plans
• Used to closing deals valued at 6 figures and above and comfortable dealing at a high senior/executive level
• Used to high activity levels and managing a busy schedule of meetings
• Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization
• Proficient in the use of salesforce.com and the Microsoft suite of collaboration tools
• Excellent negotiation and closing skills
• Strong marketing sense and vision
• Ability to thrive under pressure
• Capable of closing complicated deals and multi-year deals from discovering sales opportunities to contract completion
• 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.

Responsibilities

• Provide accurate and timely forecasting information to sales management
• Be able to act as a ‘trusted advisor’ and develop knowledge beyond just Thales products and services
• Deliver on revenue based sales quota objectives to achieve revenue and growth targets for all named accounts
• Schedule regular Customer Business Reviews with all accounts engaging at multiple levels within the account
• Map Thales SM BU Product Management to their counterparts in named accounts
• Manage all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation of the account plans
• Works with the pre-sales team and engage them deeply within all named accounts
• Able to up-sell strategic / custom solution to a strategic account as well as penetrating and closing strategic targets
• Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that commercial goals are achieved

Benefits

• Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following: 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: Mid Level
• Number of Employees: 1,001-5,000 employees