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Thales · 5 days ago

Regional Sales Manager

Massachusetts, United States

Full-time

Hybrid

Senior Level

$198K/yr - $357K/yr

5+ years exp

Thales is a leader in digital security solutions, providing identity management and data protection for businesses and governments. The Regional Sales Manager will be responsible for selling Cyber Security products through channel partners and developing relationships with key decision-makers to drive sales in the region.

AerospaceCyber SecurityIndustrial ManufacturingMilitaryRemote SensingSecurityTransportation

No H1B

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 to government

Generate leads by scheduling and presenting our portfolio, which includes Application Protection as well as 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

Qualification

Cyber Security SalesData Protection RegulationsSales Cycle ManagementSalesforce.comRelationship ManagementTechnical Sales SupportNegotiation SkillsCommunication Skills

Required

Bachelor's degree or equivalent work experience may be substituted for degree

5 years of proven expertise in Technology and/or Security Solution Sales

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

Closing deals valued at 6 figures and above and comfortable dealing at a high senior/executive level

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

Proficient in the use of Salesforce.com

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

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