Major Account Manager (Software Monetization)

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- Texas

Thales is hiring an Major Account Manager for our Software Monetization product is seeking a dynamic and results-driven New Logo Major Account Manager to join our expanding B2B Software Sales team. As a New Logo Major Account Manager, you will play a crucial role in acquiring new business and driving revenue growth by establishing and cultivating relationships with prospective clients within your assigned geographical territory. Your primary focus will be on selling our industry-leading software solutions to key decision-makers in various businesses. These accounts are typically large/complex organizations where we are looking to penetrate the account by sales of Thales Software Monetization suite of products and services. Your role will include creating, developing and executing sales strategies for assigned territories as well as generating accurate and realistic sales forecasts.

Key Areas of Responsobilities

Prospecting and Lead Generation:

• Identify and research potential clients within the target market.

• Generate new leads through various channels, including cold calling, email campaigns, and networking.

• Research, plan and attend industry leading trade shows to promote Thales SM thought leadership and generate leads

• Use your personal network to educate the market on Thales SM value and generate leads

Client Engagement:

• Conduct thorough needs analysis to understand the unique requirements and challenges of potential clients.

• Lead the business value analysis and case for change proposal development

• Present and demonstrate our Thales SM software solutions effectively to showcase their value proposition.

Relationship Building:

• Develop and maintain strong, long-lasting relationships with key decision-makers within the target market and client organizations.

• Act as a trusted advisor, understanding client goals and aligning our solutions to meet their business objectives.

• Facilitate feedback loop to Thales SM leadership and product management to enable customer led growth initiatives

Sales Negotiation and Closing:

• Create and deliver compelling sales proposals.

• Negotiate terms and close deals, ensuring a win-win outcome for both the client and the company.

Collaboration:

• Work closely with the sales engineering team, business value champions, product development, and marketing to ensure a cohesive approach in our sales process – from lead generation to delivering client solutions.

Minimum Requirements

• Bachelor's degree in Business, Marketing, or related field

• Relevant certifications in Opportunity qualification and management framworks like MEDDIC, Challenger, etc.

• Minimum 7 yrs of B2B sales experience and proven track record of success in B2B software and IT solutions sales, with a focus on acquiring new business

• Experience in selling into Fortune 500 companies

• Prior experience in SaaS, CRM, ERP or Billing technologies

• Proven track record of managing a full lifecycle sales process – from prospecting to contract closing

• Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization

• Familiarity with order fulfillment chain and related components like CRM software (e.g., Salesforce), ERP software (eg. SAP, Oracle), CPQ, Billing software, etc.

• Technology savvy individual with a conversational knowledge of SaaS, AI, Data Insights 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

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