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Major Account Manager

4 semanas atrás

São Paulo, Brasil Thales Tempo inteiro

Major Account Manager (MAM)

Summary Description

The MAM is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, he is responsible for leading and driving sales engagements. He must be motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention.

He is responsible for meeting and exceeding his quota by crafting and implementing strategic territory plans targeting deployments of CPL Solution.

Main Responsibilities

  1. Manage about 20 named accounts with a mix of white space and existing customers, work with our partner community to gain access to white space accounts while upselling and cross selling existing customers.
  2. Develop account plans for each of your named accounts, identify add on opportunities for incumbent book of business.
  3. Drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer.
  4. Bring his experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors.
  5. The focus must be to create and implement strategic account plans focused on attaining enterprise-wide deployments.
  6. Understanding of the strategic competitive landscape and customer needs so he can effectively position Thales CPL Solutions.
  7. Engage a programmatic approach to demand, generate, develop, and expand his territory.
  8. Leverage prospect stories to create a compelling value proposition with insights into value for that specific account.
  9. Stay updated on industry news and trends, and how they affect CPL's products and services.
  10. Surpass sales targets, consistently exceeding revenue expectations.
  11. Actively displace competing technologies, expanding market share and establishing CPL as the preferred solution.
  12. Demonstrate exceptional communication, negotiation, and presentation skills.
  13. Exhibit a strong work ethic, unwavering commitment, and a drive to succeed.
  14. Travel as necessary within your territory, and to company-wide meetings.

Qualification, Education, Experience.

  1. Bachelor's degree in Computer Science, Information Systems, Engineering, Business, Management, Marketing (or related field) or equivalent experience.
  2. Bilingual in Portuguese and English.
  3. 9+ years of experience evangelizing enterprise security technology.
  4. Experience and knowledge of cloud-based architectures, ideally in a cybersecurity context.
  5. Experience cultivating mutually beneficial relationships with our channel partners to bring channel-centric go-to-market approach for our customers.
  6. Have and able to lead all aspects of the sales cycle with the ability to uncover, qualify, develop, and close new, white-space territories and accounts.
  7. Possess a successful track record selling complex solutions.
  8. Excellent time management skills, and work with high levels of autonomy and self-direction.
  9. Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals.

At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now

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