Thales · 14 hours ago
Sales Account Manager - US Federal and State Government markets
Sterling, VA
Full-time
Hybrid
Senior Level, Lead/Staff
$133K/yr - $255K/yr
8+ years expThales is a leader in identity management and data protection solutions, serving both business and government sectors. They are seeking a Sales Account Manager for the US Federal and State Government markets to lead business initiatives, develop sales strategies, and ensure customer satisfaction while managing existing accounts and capturing new opportunities.
AerospaceCyber SecurityIndustrial ManufacturingMilitaryRemote SensingSecurityTransportation
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Meet assigned quota and strategic objectives of the organization in the assigned territory
Be the primary sales interface to the assigned accounts
Establish high-level strategic and trusting relationships with each account. Identify main stakeholders and decision makers including the end-users, the CTO and CIO offices, and procurement
Ensure overall customer satisfaction
Interface with resources within the Business Units to fully address customer needs and that appropriate resources are allocated in timely manner to support the account
Develop strategic capture plans detailing the win themes, identifying the customer pain points, and any gaps in products to meet client demands. Share the capture plan with rest of the internal stakeholders, gain consensus and work on implementation the plan
Capture new opportunities by providing expertise through knowledge sharing and product demonstrations
Attend industry trade show events as needed/required
Must coordinate teams to present our solutions and deliverables, establish trust in this market space
Must be able to speak clearly to all audience sizes detailing Thales’ offerings and our key differentiations
Provide input on client and market needs; and collaborate with our field marketing, solution engineering and product management teams to influence the roadmap and in its development
Lead the response to all RFI’s, RFP’s and any deliverable required to the customer
Collaborate closely with Bid Manager and Solution Manager to set up tender response strategies and Bid process deliverables. Coordinate and manage the tender response when a Bid manager is not assigned
Improve Thales’ offering by creating venues and information sharing processes for efficient exchange of information about customers, competitors, and industry
Provide oversight and guidance on legislation that could impact the contracting process
Must be able to provide critical input in the negotiation of contract terms and commitments specific to these programs
Qualification
Required
A minimum of 8 years of experience in solutions selling and large account management, in the US Federal and State Government markets
Prior experience with biometrics and law enforcement market in US or North American market
Experience in large scale software platform within cloud infrastructure (SaaS) technologies particularly for biometrics use cases
Sales experience operating at a senior level
Self-starter –Need someone to drive all aspects of the business, attending to the needs of our existing clients and successfully seek new clients
Creative thinking and problem solving –we need someone who can creatively navigate through issues and problems as they may arise
Strong presentation skills – there are many opportunities to help promote our technology and this person should have a leadership role in this activity offering key differentiations and value propositions
Strong negotiation skills – this person should be able to negotiate with customers and partners with little oversight to help rapidly position Thales within upcoming opportunities and help close deals
Team player – even though the person should be a self-starter, it is important this person work well within a team as there are a lot of dependencies on others
Demonstrated ability to close large, multi-million dollars contracts
Knowledge and experience in US Federal account procurement
Technical aptitude – ability to learn and present complex topics such as biometrics and identity management solutions
Must have U.S. Citizenship in order to obtain the post-hire Criminal Justice Information Services (CJIS) Clearance from the Federal Bureau of Investigation and must be able to obtain post-hire clearance from the Committee on Foreign Investments in the U.S. (CFIUS) and Department of Justice
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
Company
Thales
Thales (Euronext Paris: HO) is a global leader in advanced technologies for the Defence, Aerospace, and Cyber & Digital sectors.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
$533.58MKey Investors
European Investment Bank
2025-09-17Post Ipo Debt· $533.58M
1999-04-01IPO
Leadership Team
Abdelhafid Mordi
Chairman & CEO Thales Emarat Technologies
Emily Tan
CEO, Thales Solutions Asia Pte Ltd and Country Director, Thales in Singapore
Recent News
2026-01-20
Company data provided by crunchbase