Regional Sales Manager

Location: Virginia Remote, 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- Virginia

Thales is seeking a highly experienced, highly motivated sales professional for our Regional Sales Manager to join our sales team. This Regional Sales Manager is responsible for selling to end-users through channel partners, leveraging all routes to market. The Regional Sales Manager will sell our market-leading Cyber Security Product (CSP) Portfolio (Data and Application Security) by understanding of the client’s business and the industry in which they thrive, the corresponding Data Protection initiatives (e.g. PCI, SOX, HIPAA, NERC, 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. The position will focus on white space (net new logo) sales.

Key Areas of Responsibility

• Penetration in the specified account set in territory to identify and drive sales of our solutions

• Good knowledge of Data Protection Regulations, such as PCI, SOX, HIPAA, NERC ISO27001, IEC62443, etc.

• Driving new business from 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

• Generate leads by scheduling and presenting our portfolio, which includes Application Protection as wel as Data Protection solutions

• Follow up on incoming leads by scheduling and presenting via virtual or onsite meetings

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

• Follow up continuously on all potential sales processes to advance them towards closing

• Negotiate terms/pricing and close deals

• 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

• Perform weekly meetings with management to provide forecast on sales, pipeline, and pre-defined KPIs

Minimum Requirements

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

• 5 years of proven expertise in Technology and/or Security Solution Sales

• 5+ years of sales experience in IT Cyber Security industry

• Established relationships with decision makers in Cyber Security departments in large enterprise accounts in Territory

• Ability to make decisions independently and manage the accounts or territories with minimal oversight

• Strong background in cyber security products and subscription selling with experience working directly with
  enterprise accounts

• Experience in managing all aspects of the sales cycle including prospecting, development of the customer
  relationship at all levels and the implementation/execution of the account plans

• Closing deals valued at 6 figures and above and comfortable dealing at a high senior/executive level

• Able to up-sell strategic / custom solution to a strategic account as well as penetrating and closing strategic
  targets.

• 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 and engaging at multiple levels within an organization.

• Capable of closing complicated deals and multi-year deals from discovering sales opportunities to contract completion.

• Proficient in the use of Salesforce.com

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 sponso