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 billions 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.
Application Security Sales Specialist
This position is hybrid model in our Sao Paulo unit.
Position Summary
The Application Specialist will play a vital role in the growth and market penetration of Thales industry-leading security solutions in the Americas. In this role, you will function as a sales expert in Application Security, leveraging your product and industry knowledge to help attach Thales solutions to our customers most critical business outcomes. By leveraging your key existing relationships and those of the greater Thales organization, you will demonstrate enterprise sales skills that allow you to function as the primary resource for the sales team as you identify, qualify, position and close new opportunities for Thales solutions. You must excel at solution-based sales techniques and demonstrate an ability to partner with the regional sales teams to strategize and execute team-based selling strategies.
Key Areas of Responsibility
- Aligns with Accounts at a Region Level.
- Maintain 100% Engagement model at the Account level.
- Grow Thales mindshare, cross pillar revenue and share of wallet within a set of Top Accounts.
- Outline a Cross CSP Pillar Vision at Executive Levels w/in a set of Top Accounts.
- Align a CSP Architectural Model to a clients Global Security Strategy.
- Help Develop and Execute on an Account Strategy to grow overall TCV of the account.
- Provide Product and Solution SME to support the Top Account Strategy.
- Partner with SE teams to “bring use cases and business outcomes to life”.
- Construct innovative commercial models/Enterprise Licensing Agreement addressing customer’s security outcomes.
- Partner with Key SI/SO (Accenture, Capgemini, DXC, Infosys, TCS), Consultancy (Example the Big 4 – PWC, EY, Deloitte, KPMG) to increase share of Wallet for Thales CSP.
- Develop and maintain (with the Account Team) a multi-year strategic account plan for the Top Account to meet or exceed customer objectives as well as Thales sales goals. Revise the plan to match changing account priorities.
- Create a Quarterly Business Review cadence with the Account sponsors to track our progress against the overall plan.
- Obtain input and participation from the assigned Thales Executive Sponsor for the account on a regular, scheduled basis.
- Demonstrate a high level of business acumen and thorough understanding of the customers business, organization, strategy and financial position.
- Navigate Thales to identify, acquire and coordinate a team of critical resources to address customer needs.
- Conduct weekly progress meetings with the core sales team to make sure we are executing the planned strategy.
- Drive engagement between customer key execs and CSP Executive sponsors.
Minimum Qualifications
- Fluent in Spanish and English, with the ability to communicate effectively both orally and in writing.
- Experience selling into large Enterprise Accounts.
- Bachelor’s Degree.
- Results-Driven: Ability to meet revenue targets and other KPIs.
- Must be adaptable. This includes being open to change, staying current with industry trends, and adjusting strategies as necessary.
- Large Account Management Skills.
- Develop and execute the pursuit strategy through exceptional leadership, experienced deal acumen, broad commercial savviness, and a strategic mindset to properly position Thales strongest mutual value proposition to the client to win new business opportunities.
- Comfortable leading large scale strategic business transactions
- Experience in developing Enterprise License Agreements
- Provides leadership in the design, development and execution of pursuits, obtaining comprehensive pursuit knowledge to make informed recommendations and decisions.
If you’re excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community!
What We Offer
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 and Dental plans.
- Retirement Savings Plan with a company contribution and a match.
- Company paid holidays, vacation days, and paid sick leave.
- Company provided Life Insurance.
Why Join Us?
Say HI and learn more about working at Thales click here.
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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. Great journeys start here, apply now!
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