Key Account Manager, Navy

Location: Kuala-Lumpur, Malaysia

Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we’re driven by a mission to build a future we can all trust.

Thales established its presence in Malaysia in 1981 and is currently a strategic partner to key customers involved in the primary businesses of defence and security, aerospace, and cybersecurity and digital identity. Headquartered in Kuala Lumpur, Thales has played an instrumental part in supporting Malaysia’s defence ecosystem in addition to delivering advanced solutions over the last 40 years. Committed to local collaborations, Thales works closely with Malaysian businesses and goverment sectors to provide cutting-edge systems and solutions that ensure safety, security, and readiness for the future.

We are seeking an experienced and commercially driven Key Account Manager to lead strategic defence accounts across Malaysia and Brunei, including:

• Royal Malaysian Navy

• Malaysian Maritime Enforcement Agency (MMEA)

• Royal Brunei Navy

You will be responsible for developing strong, long-term relationships and driving sustainable growth across Thales’ business lines. This role requires a strategic mindset, strong stakeholder engagement, and the ability to operate effectively across a complex, matrix organisation.

Responsibilities:

• Act as a key interface with the customer, building trusted relationships at all levels
• Develop a deep understanding of customer strategies, priorities, and challenges, and position Thales as a long-term strategic partner
• Identify, qualify, and drive new business opportunities and variation orders across accounts
• Work closely with the Country Director to implement the Strategic Account Plan internally within Thales and externally with customers and key stakeholders.
• Ensure consistent, targeted, and effective communication across all customer touchpoints
• Promote Thales’ capabilities and strengthen its positioning within key accounts
• Contribute to bid strategies, including defining objectives, success factors, and key metrics
• Contribute to reviews (Gate 1 & 2) and stay aligned with all commercial activities within the accounts
• Participate in customer negotiations in collaboration with Capture Leaders and internal stakeholders
• Drive customer satisfaction through proactive engagement and strong relationship management
• Support ongoing projects by maintaining strong client engagement throughout delivery
• Contribute insights to project reviews, including local context and stakeholder dynamics
• Work closely with Programme and Contract teams on risks, issues, and resolution
• Ensure alignment and mutual understanding between Thales and the customer

Requirements:

• Strong interpersonal skills with experience engaging defence stakeholders and navigating Malaysian cultural context
• Minimum 5+ years’ experience in defence and account management
• Proven track record in defence business development and delivery
• Good understanding of naval environments and operational constraints
• Excellent communication skills with the ability to manage multiple priorities in a fast-paced, team environment
• Highly organised with strong prioritisation capabilities
• Committed to sharing best practices and lessons learned across programmes
• Master’s degree required
• Engineering background is an advantage
• Strong commercial and project acumen to manage delivery challenges and drive new business positioning strategies
• Fluent in English and Bahasa Melayu
• A strong team player and ability to drive a matrix organisation

At Thales, we’re committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you’ll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference – for a safer, greener, and more inclusive world.