Major Account Manager (Channel)

Location: Austin, 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.

Hybrid- Austin, TX

Thales is hiring an experience and highly professional Major Account Manager (Channel) for our Software Monetization business line, with proven success in selling Enterprise software through partner ecosystems across the United States and Canada. This role is designed for a senior individual contributor who brings strong expertise in indirect sales models and a demonstrated ability to build, develop, and scale high-performing channel partnerships.

This Major Account Manager will have deep experience working with resellers, system integrators, and strategic technology partners, and will be adept at driving partner-led revenue growth through structured enablement, joint go-to-market execution, and disciplined pipeline management. This role requires a high degree of autonomy, commercial acumen, and the ability to engage effectively with senior partner stakeholders as well as internal cross-functional teams. 

Key Areas of Responsibility

Channel Strategy & Partner Development

• Will be carrying a Quantitative and Qualitative target

• Identify, onboard, and manage channel partners across the US and Canadian markets, including resellers, system integrators, ISVs, and technology partners

• Establish and enforce partner governance models, including partner tiers, engagement rules, and performance standards

• Develop and execute joint business plans with partners, including revenue targets, pipeline development, and go-to-market initiatives

• Enable partners through structured onboarding, product training, sales enablement materials, and ongoing engagement

• Provide regular training and enablement programs to channel partners to enhance product knowledge, sales effectiveness, and revenue performance

Revenue Growth & Sales Execution

• Drive partner-led revenue growth for software products within assigned territories or verticals

• Support partners throughout the full sales lifecycle, from opportunity identification and qualification to deal closure

• Manage and maintain accurate partner pipelines, forecasts, and performance reporting using CRM tools

• Track partner performance against agreed KPIs and proactively drive actions to improve results

Cross-Functional Alignment & Market Intelligence

• Collaborate closely with internal sales, marketing, product, and customer success teams to ensure alignment and successful partner outcomes

• Provide market intelligence, competitive insights, and customer feedback to internal stakeholders

• Represent the channel organization

Minimum Requirements

• Bachelor’s degree in Business Administration or STEM

• Proven track record of success in B2B software sales through partners, with a focus on acquiring new partnerships

• Working in a multi-cultural environment

• 7-10 years of work experience including

  • 2+ in B2B direct sales

  • 5+ year of Channel sales

• Strong understanding of indirect sales models and partner-driven go-to-market strategies in North America

• Excellent executive-level communication, negotiation, and relationship management skills

• Ability to clearly articulate complex software solutions and value propositions to partners and customers

• Strong analytical and forecasting skills with hands-on experience using CRM platforms (Salesforce, HubSpot, or equivalent)

• Highly self-motivated, disciplined, and comfortable operating independently in a remote or distributed environment

Applicants must be legally authorized to work in the United States for any employer 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.

If you’re excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community!