Regional Sales Manager with IAM/CIAM experience

Location: Remote UK, United Kingdom

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.

Together we offer fantastic opportunities for committed employees to learn and develop their career with us. At Thales UK, we research, develop, and supply technology and services that impact the lives of millions of people each day to make life better, and keep us safer. We innovate across the major industries of Aerospace, Defence, Security and Space. Your health and well-being matters to us and that’s why we offer you the flexibility to do what’s important to you; whether that’s part time hours, job sharing, home working, or the ability to flex your start and finish times. Where possible, we support a working pattern that suits your lifestyle and helps you reach your ambitions.

As we continue to expand our operations, we are seeking a highly motivated and results-driven Regional Sales Manager to join our dynamic team.

As the Regional Sales Manager for CIAM B2B, you will be responsible for driving revenue growth and expanding market share in the Assigned territory. You will collaborate closely with the marketing, channel, sales engineering, and professional services teams to ensure the successful reach of your sales goals. Your focus will be on cultivating strong relationships with key stakeholders in the Enterprise market, excluding BFSI, to promote our innovative solutions and increase our market presence in the Assigned territory.

Essential Functions / Key Areas of Responsibility

• Develop and implement a comprehensive sales strategy to (over)achieve yearly revenue targets and maximize market penetration in the Assigned territory.

• Identify potential customers, create a robust pipeline, and convert leads into successful deals.

• Work with marketing and (channel) partners to create new opportunities.

• Establish and nurture long-term business relationships with key decision-makers and influencers.

• Continuously monitor market trends, competitor activities, and regulatory changes to capitalize on opportunities and address potential threats effectively.

• Proactively drive all aspects of the sales cycle including prospecting, qualifying, presenting, organizing demos and POVs (proof of value), responding to RFPs, negotiating, and closing process.

• Actively contribute to account-based-marketing campaigns, events, external communications, and other go to market activities.

• Accurately forecast quarterly and monthly revenue streams.

• Maintain a rigorous, detailed, and up-to-date records on leads and opportunites in SFDC.

• Attend and assist with corporate and field marketing events.

• Regularly visit key existing partners/customers, actively involved in the recruitment of key new partners.

Minimum Requirements: Skills, Experience, Education, Technical/Specialized Knowledge, Certifications, Language

• Bachelor’s degree in Business, Computer Science or any other relevant field of study.

• Significant experience and a proven track record in selling complex cloud services to medium and large accounts.

• Demonstrable knowledge of IAM and / or cybersecurity and/or cloud solutions

• Technical acumen and proficiency with various business productivity sales tools, such as Microsoft O365 and Salesforce.com.

• “Hunter” profile, self-motivated and a team player.  Comfortable with building and driving pipeline by yourself as well as with partners and marketeers. 

• Exceptional sales and communication skills. Good writing and presentation skills: Able to articulate complex technical concepts in a clear and concise manner, (co-)write proposals, answering and presenting RFPs and guiding PoC’s.

• Strong ability to structure and manage the deal process with internal and external stakeholders and parties in a timely manner and at the highest quality. Proven ability to negotiate complex deals with various buyer personas at mid to higher management levels within customers.

• Successful history of working with Resellers, VARs, System Integrators and GSIs.

• Familiar with Enterprise Sales methodologies e.g., MEDDPICC.

• Fluent in English. Any other European language is a plus.

Preferred Qualifications

• Demonstrated success in achieving and exceeding sales targets, managing deals, and building strong customer relationships.

• Extensive knowledge of the Enterprise market (excluding BFSI) in the Assigned territory, including key players, market dynamics, and regulatory landscape.

• Ability to speak to C level and navigate through all levels of an organization to close deals.

• Previous experience selling cloud-based security products.

• Working in high paced sales environments.

#LI-DB1

In line with Thales' Baseline Security requirements, candidates will be asked to provide evidence of identity, eligibility to work in the UK and employment and/or education history for up to three years. Some vacancies may require full Security Clearance which can require further evidence to be provided. For further details of the evidence required to apply for Baseline and Security Clearance please refer to the Defence Business Services National Security Vetting (DBS NSV) Agency.

At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working.

Thales UK is committed to providing an inclusive and barrier-free recruitment process. We will provide reasonable adjustments and support to ensure neuro-diverse applicants or those with a disability or long-term condition can be their best during the recruitment process. To request an adjustment, if you need this job advert in an alternative format or if you have any questions about the recruitment process, please contact Resourcing Ops for mid to senior roles, or the Early Careers Team for graduate and apprentice roles.

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