[Hiring] Major Account Manager @Thales

Role Description

Thales is currently looking for a Major Account Manager (MAM) to join the Thales Software Monetization (SM) sales team. As a New Logo MAM, 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. The primary focus will be on selling our industry-leading software solutions to key decision-makers in various businesses.

• 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.
  • Work closely with the sales engineering team, business value champions, product development, and marketing to ensure a cohesive approach in our sales process.

Qualifications

• Bachelor’s degree in Business, Engineering, STEM or related field.
• 7 years of B2B sales experience in software industries, at least 3 years at major account sales.
• 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 (e.g., SAP, Oracle), CPQ, Billing software, etc.
• Technology savvy individual with a conversational knowledge of API orchestration, SaaS, AI, Data Insights, etc.
• Comfortable being an active participant in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that commercial goals are achieved.
• Relevant certifications in Opportunity qualification and management frameworks like MEDDIC, Challenger, etc.

Requirements

• 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.

Benefits

• Elective Health, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance.
• Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period.
• Company paid holidays and Paid Time Off.
• Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program.