Regional Sales Manager

Location: California, United States of America

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 billions 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

California, Remote

Thales is looking for an experience Regional Sales Manager (RSM) professional to join our Sales Team.

This position is responsible for selling to new logos, end-users through channel partners, leveraging all routes to market. The Regional Sales Manager will sell our market-leading Cyber Security Products (CSP) Portfolio (Application Security) by understanding of the client’s business and the industry in which they thrive, identifying how we can match the customer needs, developing compelling business value propositions for our solutions and ultimately closing opportunities.

Key Areas of Responsibility

• Works in tandem with Systems Engineers, Customer Service Managers, and Product Management to understand customer needs and current trends with cyber threats to educate customers and prospects on how Imperva capabilities can best protect them
• Drives opportunities at the strategic and tactical level both directly and with Channel Partners
• Develops and maintains strong relationships with key client decision-makers, including maintaining a sales strategy based on customer’s requirements, while directing customer service improvement activities
• Keeps informed on new products, services, and other general information of interest to customers, through successful completion of Imperva Sales Training and self-study
• Stays informed of customer business opportunities and competitive landscape. Regularly briefs Imperva management on status, prospects, and current needs of top customers
• Keeps records and generates reports on all phases of activities, including Account Plans, Win Plans, Opportunity Status, and Forecasts
• Participates in varied sales activities requiring perseverance, preparation, ingenuity, and responsibility

Minimum Qualifications

• Bachelor’s Degree in Business, Marketing or Engineering or another relevant field of study; or equivalent work experience
• 5+ years of solutions sales experience in an enterprise IT environment focused on Application Security, Encryption, Key Management, Digital Payments, and/or Cloud Security.
• 3+ years of success meeting and exceeding sales objectives/KPI’s provided by leadership
• Must have the capability to close complicated deals and multi-year deals from discovering sales opportunities to contract completion.
• Must be able to up-sell strategic / custom solution to a strategic account as well as penetrating and closing strategic targets.
• Must have a business and results-oriented mindset, excellent inter-personal skills. You must be customer-oriented and a natural leader.
• 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.
• Previous experience building key customer relationships in the local market

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.

Special Position Requirements

Ability to travel domestically up to 50% of the time

Why Join Us?

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This position will require successfully completing a post-offer background check. Qualified candidates with criminal history will be considered and are not automatically disqualified, consistent with applicable federal law, state law (the California Fair Chance Act), and local ordinances (San Francisco Fair Chance Ordinance, City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, and Los Angeles County’s Fair Chance Ordinance for Employers).

Thales champions inclusion and we believe diversity strengthens the fabric of our culture. Thales is an Equal Opportunity Employer, including disability/veterans.

If you need an accommodation or assistance in order to apply for a position with Thales, please contact us at [email protected].

The reference Total Target Compensation (TTC) market range for this position, inclusive of annual base salary and the variable compensation target, is between

Total Target Cash (TTC) 220,000.00 - 375,000.00 USD Annual

This reflects how companies in a similar industry and geographic region generally pay for similar jobs. This range helps the Company make pay decisions as one data point among many. Where a position falls within this range is also dependent on other factors including – but not limited to – the employee’s career path history, competencies, skills and performance, as well as the company’s annual salary budget, the customer’s program requirements, and the company’s internal equity. Thales may offer additional benefits and other compensation, depending on circumstances not related to an applicant’s status protected by local, state, or federal law.

(For Internal candidate, if you need more information, please raise HR request through MyThales)

 

Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following:

•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