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Territory Sales Manager - E-Security


Reading, United Kingdom

Thales e-Security protects 80% of the world’s payment card transactions as well as safeguarding the biggest names in technology. We’re a leading force in encryption technology, both in the UK and globally. And to keep our customers’ information and communications safe and secure in this constantly shifting, immensely challenging sector, we need to excel, evolve and invent. That’s why we only want to work with the brightest, most ambitious minds in our industry. That’s why we want to work with you.

The TSM is responsible for driving new business from prospective targeted organisations and existing customer accounts within the UK government sector, and meeting and/or exceeding all sales quotas to achieve revenue goals. This position will organize, plan, direct, and coordinate all sales activities for both prospective and established customers. This person should be skilled in understanding customer business needs via a methodical sales discovery process and be able to report this within the Thales forecasting methodology. Large complex sales situations will require a documented sales approach with full processes and territory and account planning, which will ultimately address the customer’s critical success factors as they relate to Thales’s services and products. Develop, nurture, and maintain relationships with prospective and current customers in the pursuit of solving the prospect’s or customer’s business issues while in turn driving Thales’s success.

Principal Relationships:

Internal sales team
Sales engineering
Marketing team
Sales leadership team
Advanced Solutions Group
Channel team

Key Responsibilities and Tasks:

Work closely with their manager to structure and follow a personal development programme which will assess and develop skills in line with their personal aspirations within the business.
Act as a business partner to the customer and provide “industry expert” executive level selling practices while delivering clear differentiation, to identify sales opportunities.
Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.
Develop and drive a full pipeline of qualified sales prospects by working with a network of channel partners and consultants via Thales Channel Managers, active participation in industry associations, using direct marketing and inside sales and telemarketing resources, in addition to personal prospecting and market/territory research.
Create demand for Thales products/services emphasizing the value of Thales’s products, services and messaging.
Team with Professional Services and Business Development associates to deploy and execute account strategies and coverage.
Identify all key “Buying Influences” within the assigned account base and prospective clients.
Establish, build and maintain customer relationships. Ensure that solutions balance the needs of both the customer and company. Build trust and credibility with the customer and ensure good communication between sales and professional services at customer accounts. Establish and maintain a strong working bond focused on the customer between Sales Product Management, Development and Professional Services,
Research potential prospect opportunities and cultivate new leads using a variety of information sources such as company annual reports, investment analyst information, print media, Internet sources, company trade show events and lists.
Ability to quickly learn, apply, and position technical knowledge related to company and competitor offerings. Able to communicate technical aspects of product and service offerings to customers and prospects. Disciplined to follow-through and research technical/integration questions that may be outside your normal scope of knowledge.
Engage in contract renewal process when required to assist Internal Sales.
Develop a solid understanding of competition for each business line. Share competitor knowledge with sales team.
Participate in relevant industry conferences.

Key performance Indicators against Responsibilities and Tasks (professional only):


Internet (prospecting / research)
Outlook (email/calendar/tasks)
PowerPoint (presentation development)
Proven sales experience within the UK government sector
Enterprise IT infrastructure/application knowledge
Background in the IT security industry involving hardware and/or software.
Knowledge of Sarbanes-Oxley, GDPR, PCI DSS and other industry regulations
Financial acumen to be able to create financially sound sales strategies
Comfortable selling direct or through channel partners and consultants
Data Protection, encryption/cryptography experience is highly desirable.

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