Regional Sales Manager (Illinois)

Thales; Lake Villa (IL); On-site; USD 220,000 - 375,000; Full time

Benefits offered by this job

Health benefits

Retirement plan

Paid time off

Life insurance

Job summary

Thales seeks a Regional Sales Manager to drive growth selling Data Protection solutions to end‑users and through channel partners in the United States. The role focuses on understanding customer business needs, developing compelling value propositions, and closing multi‑year opportunities.

Applicants should have 5+ years in IT cyber security sales, strong enterprise relationships, and the ability to manage complex sales cycles.

Qualifications

• 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.
• 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

Responsibilities

• 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.
• Generate leads by scheduling and presenting our portfolio, which includes 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

Skills

Sales in IT security

Enterprise accounts

Account management

Negotiation

Sales cycle management

Cross-functional collaboration

Up-selling

Closing multi-year deals

Education

Bachelor’s Degree in Business, Marketing or Engineering

Job description

Location: Illinois, 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 billions 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.

Position: Regional Sales Manager (RSM)

Thales is seeking a Regional Sales Manager who is highly experienced and highly motivated sales professional to join our Sales Team. This Regional Sales Manager will be responsible for selling to end‑users through channel partners, leveraging all routes to market. The Regional Sales Manager will sell our market‑leading CSP Portfolio Data Security by understanding 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.

Key Responsibilities

• 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
• Generate leads by scheduling and presenting our portfolio, which includes 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

Required Skills and Experience

• Bachelor’s Degree in Business, Marketing or Engineering or another relevant field of study; or equivalent work experience
• 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
• 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

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

Thales provides an extensive benefits program for all full‑time employees working 30 or more hours per week and their eligible dependents, including the following:

• 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

Thales champions inclusion and we believe diversity strengthens the fabric of our culture. Thales is an Equal Opportunity Employer, including disability/veterans. If you need an accommodation or assistance in order to apply for a position with Thales, please contact us at [e-mail].

Compensation

The reference Total Target Compensation (TTC) market range for this position, inclusive of annual base salary and the variable compensation target, is between Total Target Cash (TTC) 220,000.00 - 375,000.00 USD Annual. This reflects how companies in a similar industry and geographic region generally pay for similar jobs. Where a position falls within this range is also dependent on other factors including – but not limited to – the employee’s career path history, competencies, skills and performance, as well as the company’s annual salary budget, the customer’s program requirements, and the company’s internal equity. Thales may offer additional benefits and other compensation, depending on circumstances not related to an applicant’s status protected by local, state, or federal law.