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Job Description
Summary:
Our Thales TCT (SafeNet AT) office is seeking a Regional Sales Manager (RSM). We are looking for someone who is a high energy, creative, self-disciplined Regional Sales Manager to develop opportunities and close revenue within named Civilian agencies through channel partners, and systems integrators. Build and manage a large geographic territory while targeting and developing premier named accounts. We want someone who plans, executes and measures their results but also who can improvise, adapt and overcome when obstacles or issues occur. The ideal candidate also desires to continually learn and improve and share ideas and help others on their team.
Our Thales TCT (SafeNet AT) office is seeking a Regional Sales Manager (RSM). We are looking for someone who is a high energy, creative, self-disciplined Regional Sales Manager to develop opportunities and close revenue within named Civilian agencies through channel partners, and systems integrators. Build and manage a large geographic territory while targeting and developing premier named accounts. We want someone who plans, executes and measures their results but also who can improvise, adapt and overcome when obstacles or issues occur. The ideal candidate also desires to continually learn and improve and share ideas and help others on their team.
Qualification Requirements:
U.S. citizenship is required.
Education:
Bachelors Degree in related field
Experience:
- 8+ years of sales experience in IT industries, at least 3 years of sales experience within the within Department of Homeland Security and Department of Justice.
- Strong background in software and hardware products and/or subscription selling with experience working with channel and OEM partners.
- Domain experience in cyber-security is desirable, preferably with background in encryption, key management, or authentication.
- Experience in managing all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation of the account plans.
- Experience in working with multi-element revenue models which include both one time and recurring revenue streams, and which may include multiple products.
Skills:
- An affinity and inclination to obtain a strong understanding of the technical aspects of solutions with the purpose of being able to translate those capabilities into solving business/mission problems
- Skilled and willing/motivated to prospect aggressively to customer targets of all levels
- Capable of closing complex deals from discovering sales opportunities to contract completion.
- Able to up-sell existing strategic accounts as well as penetrating and closing new target agencies
- Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that sales goals are achieved within territory.
- Ability to work independently and be a self-starter, yet also to work functionally within a small, close-knit team environment 5+ years of selling enterprise level technology. Infrastructure/security software is an advantage
- Must be a proven entity who has consistently met or exceeded their revenue target, goals or quotas.
- Experience selling both Direct and through channels
- Relationships with Security Partners/resellers specifically in the Federal Ecosystem
- Experience and success selling into any of the following key accounts such as; DHS and DOJ and their sub-agencies
- Must possess excellent writing and presentation skills and have the ability to effectively communicate Thales TCTs value proposition
Essential Duties & Responsibilities include, but are not limited to the following:
- Strong prospecting skills, must be able to get meetings with critical contacts at target accounts through
- Establish and work with channel partners
- Develop and execute a detailed sales strategy for strategic accounts in your territory
- Selling complex enterprise solutions
- Forecast and deliver on their word
- Strong time and territory management skills
- Local and/or domestic travel 25-50% of time.
- By example, set the standards that embody the Thales TCT Core Value & Leadership Model.
- Maintain a high ethical standard of practice, including compliance with all company procedures.
Scope of Responsibility:
Manage customer relationships; develop and deliver sales’ presentations; develop customer relationships; and open and close sale of products.
Physical Demands:
Local and/or domestic travel 25-50% of time.
Working Conditions:
Home Office
Thales is committed to non-discrimination as applicable under federal, state and local laws. We are an E-Verify Employer.
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