Regional Sales Manager

Location: Florida_Remote_Worker, United States of America

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.

Remote- Puerto Rico (Caribbean Region)

Thales Cyber Security Products (CSP) is seeking a highly experienced, highly motivated sales professional to join our Sales Team as Regional Sales Manager to cover Caribbean countries.  This position is responsible for selling to end-users directly and through channels (tier 1 and 2), leveraging all routes to market. The Regional Sales Manager will sell our market-leading Data Security Platform, Application Security, Hardware Security Modules, and High Speed Encryption products by understanding of the client’s business and the industry in which they thrive, the corresponding Data Protection initiatives (e.g. GDPR, SOX, HIPAA, PCI, etc.), identifying how we can match the customer needs, developing compelling business value propositions for our solutions and ultimately closing opportunities. The Regional Sales Manager will also develop and maintain trusted relationships with senior-level decision-makers and other key buyers within the region.

This position will require successfully completing a post-offer background check. Qualified candidates with criminal history will be considered and are not automatically disqualified, consistent with applicable federal law, state law (the California Fair Chance Act), and local ordinances (San Francisco Fair Chance Ordinance, City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, and Los Angeles County’s Fair Chance Ordinance for Employers).

Key Areas of Responsibilitiy

• Penetration in the specified account set in English Speaking Caribbean to identify and drive sales of our solutions

• Driving new business from new and/or existing commercial targets in region

• Targeting and penetrating at the CxO level, auditor and practitioner/IT level of these organizations

• Support to identify, cultivate and formalize relationships with key business partners involved in the advising on and selling of Data Protection to government and private customers

• Generate leads by scheduling and presenting our portfolio, follow up on incoming leads by scheduling and presenting via virtual or onsite meetings and follow up continuously on all potential sales processes to advance them towards closing

• Demonstrate the product’s capabilities and answer the main technical-sales questions

• Perform weekly meetings with the sales engineers to assess the status of all existing accounts, and to expedite the sales processes

• Schedule remote or on-site product evaluations performed by the sales engineers

Minimum Qualifications

• Bachelor’s degree preferred in Technology or equivalent work experience may be substituted for degree

• 6+ years of sales experience in IT Cyber Security industry, at least 3 years at major account sales.

• 3+ years of experience working with a multi-national companies in the IT security business

• Established relationships with C-Level decision makers in Cyber Security departments in large enterprise accounts in the English Speaking Caribbean region

• Good knowledge of Data Protection Regulations, such as SOX, PCI, GPDR, HIPAA, IS0 27001 – 62443, etc.

• 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.

• Capable of navigating large/complex sales opportunities, engaging at multiple levels within an organization and closing complicated deals and multi-year deals from discovering sales opportunities to contract completion.

• Experience selling in the Caribbean market

• Ability to travel domestically and internationally up to 75% of the time

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