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Territory Sales Manager

3 meses atrás

São Paulo, São Paulo, Brasil Thales Tempo inteiro
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 billons 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 Summary


The Territory Sales Manager (TSM) is responsible for managing a large number of accounts within a specific geographic region as well as developing net new business within that same region.


The TSM will typically focus on selling into larger number of existing organizations and will be tasked with creating, developing and executing sales strategies for new as well as assigned account(s).


The TSM is expected to deliver consistent revenue performance and growth with revenue responsibility in the $1 million to $5 million range.

This is an on-site position located in São Paulo.

Key Areas of Responsibility

  • Provide accurate and timely forecasting information to sales management.
  • Act as a 'trusted advisor' and develop knowledge beyond just Thales products and services.
  • Deliver on revenuebased sales quota objectives to achieve revenue and growth targets for all named accounts.
  • Schedule regular Customer Business Reviews with all accounts engaging at multiple levels within the account.
  • Map the Thales Software Monetization Product Management to their counterparts in named accounts.
  • Manage all aspects of the sales cycle including prospecting, development of the customer relationship at all levels within the organization and the implementation of the account plans.
  • Works with the presales team and engage them deeply within all named accounts.

Minimum Requirements

  • 5+ years of sales experience in the information technology industry.
  • Bachelor's degree in Engineering, Business or any other related field; or equivalent work experience
  • Strong background in software products and/or subscription selling with experience working directly with strategic accounts.
  • 5+ years of experience 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.
  • Previous experience of negotiating and closing complicated multiyear deals from discovering sales opportunities to contract completion.
  • Excellent communication and presentation skills.
  • Ability to upsell strategic / custom solution to a strategic account as well as penetrating and closing strategic targets.

Preferred Qualifications

  • MBA.
  • 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.
  • Closing deals valued at 6 figures and above and comfortable dealing at a high senior/executive level.
  • Used to high activity levels and managing a busy schedule of meetings.
  • Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization.
  • Strong marketing sense and vision.
  • Ability to thrive under pressure situations and quarterly deadlines.

Special Position Requirements

  • Ability to travel domestically and internationally on occasion.
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