Regional Sales Manager IAM, (France & French speaking countries)

Thales is a global technology leader with more than 83,000 employees on five continents. With over 7,500 people in the UK, operating across defence, space, aerospace, and digital security, we help build a future we can all trust. Thales supports the security and stability of our nation by providing extraordinary technology to our customers, as well as delivering social value to the UK with our products and services.

Job Title: Regional Sales Manager - Identity Access Management (IAM) - France and French Speaking countries

Location: Remote UK, ability to travel domestically and internationally up to 50% of the time.

Mandatory Requirement: This position strictly requires full professional fluency in both French & English.

Position Summary:

As we continue to expand our operations, we are seeking a highly motivated and results-driven Regional Sales Manager to join our dynamic Identity Access Management team. As the Regional Sales Manager for IAM, you will be responsible for driving revenue growth and expanding market share in French Speaking territories. 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 market to promote our innovative solutions and increase our market presence in Iberia region.

Essential Functions / Key Areas of Responsibility:

• Develop and implement a comprehensive sales strategy to (over)achieve yearly revenue targets and maximize market penetration in 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 drives 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 contributes 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 opportunities 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 of 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 French and 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 in Iberia 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.

Applicants must be legally authorized to work in the UK 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.

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At Thales, we ensure equal opportunities, pay and working conditions for all. The benefits we offer include private medical insurance, buying or selling annual leave, cycle to work schemes, employee discounts, paid volunteering day, stocks and shares, annual bonus and much more depending on the role. Read more about our benefits here.

We are committed to creating a workplace where everyone feels valued for who they are and the unique strengths they bring. Discover more about our programmes, employee networks, wellbeing policies, and inclusive features here.

If this role isn’t quite right for you, we encourage you to join our talent community where your details will be shared with our recruitment teams for other potential opportunities. Join the Talent Community here.

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