Sales Account Manager - US Federal and State Government markets

Location: Virginia, 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.

Position Summary

Virginia/ DC area, USA. The candidate must reside in this area.

As a Sales Account Manager for the US Federal and State Government markets in the Identity and Biometrics Solutions team, you will lead business initiatives within the US markets. Acting as an account manager for the US, you will support Thales’ existing accounts in the country and develop and implement sales strategies for the growth of the business in the US. Thales is currently active in driver license, ID, and law enforcement markets, having clients in Federal, State and City government agencies across the country. 

In this role, you will maintain and expand the business scope for Federal and state and local law enforcement customers based on set objectives while ensuring customer satisfaction. You will track all opportunities (updating CRM), maintain existing accounts, and more importantly develop strategic capture plans to obtain new clients in the target markets. You will lead the response to RFI’s and RFPs, having influenced them in advance. You must coordinate with the supporting Thales solutions engineering and product teams for any presentations whether virtual or in-person, and manage each account won through contract award and receipt of purchase order.

This opportunity to shape the future of identity trends in North America will be fast moving, exciting and rewarding!

Regulatory Compliance Requirements

Must have U.S. Citizenship in order to obtain the post-hire Criminal Justice Information Services (CJIS) Clearance from the Federal Bureau of Investigation and must be able to obtain post-hire clearance from the Committee on Foreign Investments in the U.S. (CFIUS) and Department of Justice.

Key Areas of Responsibilities

• Meet assigned quota and strategic objectives of the organization in the assigned territory.

• Be the primary sales interface to the assigned accounts.

• Establish high-level strategic and trusting relationships with each account. Identify main stakeholders and decision makers including the end-users, the CTO and CIO offices, and procurement.

• Ensure overall customer satisfaction.

• Interface with resources within the Business Units to fully address customer needs and that appropriate resources are allocated in timely manner to support the account.

• Develop strategic capture plans detailing the win themes, identifying the customer pain points, and any gaps in products to meet client demands. Share the capture plan with rest of the internal stakeholders, gain consensus and work on implementation the plan.

• Capture new opportunities by providing expertise through knowledge sharing and product demonstrations.

• Attend industry trade show events as needed/required.

• Must coordinate teams to present our solutions and deliverables, establish trust in this market space.

• Must be able to speak clearly to all audience sizes detailing Thales’ offerings and our key differentiations.

• Provide input on client and market needs; and collaborate with our field marketing, solution engineering and product management teams to influence the roadmap and in its development.

• Lead the response to all RFI’s, RFP’s and any deliverable required to the customer.

• Collaborate closely with Bid Manager and Solution Manager to set up tender response strategies and Bid process deliverables. Coordinate and manage the tender response when a Bid manager is not assigned.

• Improve Thales’ offering by creating venues and information sharing processes for efficient exchange of information about customers, competitors, and industry.

• Provide oversight and guidance on legislation that could impact the contracting process.

• Must be able to provide critical input in the negotiation of contract terms and commitments specific to these programs.

Minimum Requirements

• A minimum of 8 years of experience in solutions selling and large account management, in the US Federal and State Government markets.