Application Security Sales Specialist

Location: Florida, 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- Florida or Texas

Thales is hiring an experience Named Account Security 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 Data, 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. This is a
complementary role to our field and sales engineering teams, and you must be comfortable in a complex Channel-first selling environment.

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 Responsibilities

• Aligns with Accounts at a Region Level

• 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.

• Articulate both Thales value propositions to C-Level management within both Thales and the Account

• Showcase most critical Business Outcomes with the client's decision makers

• Construct innovative commercial models/Enterprise Licensing Agreement addressing customer’s security outcomes.

• Articulate both Thales and Top Account value propositions to C-Level management within both Thales and the Account

• Create a Quarterly Business Review cadence with the Top Account sponsors to track our progress against the overall plan

• Maintain regular communications with the core sales teams and extended teams across all Thales pillars, through regular team calls and online collaboration.

• Build relationships with the customers executive team, earning a reputation as one of the Customers trusted business advisors

Minimum Requirements

• Bachelor’s Degree from a four-year College/University OR 5+ years of business-to-business sales experience/training OR equivalent combination of education and experience.

• Minimum of 10 years experience selling into large Enterprise Accounts.

• Results-Driven: Ability to meet revenue targets and other KPIs.

• Maintain a high level of ethical conduct. Trust is critical in client relationships, and ethical behaviour is fundamental.

• Must be adaptable. This includes being open to change, staying current with industry trends, and adjusting strategies as necessary

• Fluent in Portuguese, with the ability to communicate effectively both orally and in writing.

• Large Account Management Skills:

• Ability to work across large enterprises, pulling together different client teams & contacts

• Ability to coalesce a cross functional team and lead to a common outcome

• Ability to build, update and execute Enterprise level Account plans.

• Desire to Cross Sell CPL & Imperva Capabilities and align them with the clients’ “Big Picture” Strategic Vision

• Desire to position a Architectural Solution that ties to multiple business outcomes (i.e Cloud Modernization Strategy)

• Deep Knowledge of customers competitive environment (IBM) and ability to displace based on business value (not just technical value)