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About the Role

Thales is seeking an experienced Associate Vice President Sales Americas to lead and grow the Software Monetization (SM) sales efforts in the Americas region. This role involves stimulating sales teams, cross-selling within the Identity and Access Management (IAM) domain, and leveraging Thales ecosystems to drive revenue growth through new logo acquisition and expansion of existing customer accounts. The SM business operates in a high-growth segment of the global cybersecurity market.

Responsibilities

Responsible for business development and sales of Thales SM product lines in the Americas, managing direct and indirect sales.
Culturally adapt to be compelling in a global environment or in their regional responsibility.
Drive achievement of sales objectives including sales volume, channel development and management, new business development, and management of existing revenue streams.
Accurately forecast annual, quarterly, and monthly revenue streams.
Ensure that sales goals and forecasts are consistent with the organization’s long-range strategic objectives.
Work closely with marketing, product management, and other related parties to develop local pricing strategies, sales campaigns, and any other tools required to be successful in territory.
Regularly visit key existing partners/customers and actively participate in the recruitment of key new partners.
Accountable for achieving revenue and bookings targets.
Build and execute sales strategies aligned with company objectives.
Monitor pipeline health, forecast accuracy, and quota attainment.
Balance new logo acquisition with expansion of existing customers.
Lead regional sales leaders, directors, account executives, and sales managers.
Define sales territories, quotas, compensation plans, and performance metrics.
Recruit, develop, and retain top sales talent.
Identify new markets, customer segments, and growth opportunities.
Align sales motions with product launches and business priorities.
Coordinate with product teams on positioning and pricing.
Own sales forecasting and capacity planning.
Review pipeline, deal progression, and risk factors.
Report performance to executive leadership.
Engage directly in strategic opportunities and executive customer relationships.
Help remove obstacles from major deals.
Negotiate high-value commercial agreements.
Establish KPIs and sales methodologies.
Conduct business reviews and coaching.
Drive continuous improvement in sales effectiveness.

Requirements

Bachelor's degree is required, business or IT related major is preferred.
8-10 years of experience with increased responsibility within a well-established organization (Global company preferred).
5-8 years of management level experience.
5-8 years of regional responsibility.
5-8 years of experience in managing cybersecurity business in direct mode and indirect mode via a network of channel partners in the Americas.
5-8 years in software security.
Excellent management skills with the ability to effectively direct the team’s performance in the territory.
In-depth knowledge of sales principles and practices.
Excellent time management, communication, decision-making, human relations, presentation, and organizational skills.
Strong motivator and influencer of team behavior.
Strong relationship builder with both internal and external constituents.
Ability to accurately predict revenues, and to develop and execute on go-to-market plans that meet company objectives.
Cross-cultural ability to accomplish objectives both at headquarters and in the field.
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.
This position will require successfully completing a post-offer background check.
Qualified candidates with a criminal history will be considered and are not automatically disqualified, consistent with federal law, state law, and local ordinances.

Skills

Identity and Access Management (IAM)
Software Monetization (SM)
Cybersecurity
Sales Strategy
Business Development
Channel Management
New Logo Acquisition
Customer Expansion
Forecasting
Pipeline Management
Cross-selling
Up-selling
Go-to-Market Strategy
Product Management Collaboration
Marketing Collaboration
Customer Success Collaboration
Operations Collaboration
Negotiation
Performance Management
Relationship Building
Cross-cultural Communication

Location

Austin, United States of America
Austin, TX

Work Type

Hybrid

Experience Level

Associate Vice President
8-10 years experience
5-8 years management level experience
5-8 years regional responsibility
5-8 years experience in managing cybersecurity business
5-8 years in software security

Education Level

Bachelor's degree
Business or IT related major preferred

Salary/Compensations

Total Target Cash (TTC) 244,487.25 - 494,000.00 USD Annual

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

About the Company

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.

Equal Opportunity

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 talentacquisition@us.thalesgroup.com.