National Strategic Partner Manager

Location: North Carolina Remote, 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.

Remote- North Carolina

Thales is hiring an experience National Channel Account Manager who'll be responsible for establishing, developing and implementing key strategic territory plans, channel initiatives and partner account plans with Optiv, specializing in security solutions across North America. 

This position will work closely with key contacts to help Optiv build a vision and execute a strategy that derives maximum business benefit from offering our portfolio of solutions to their customers across Thales Data Security and Imperva. The National CAM will manage all aspects of the business as well as be the liaison between the internal and partner sales and marketing teams.  The CAM will implement a ROI approach to partnering efforts with an emphasis on revenue generation, channel generated opportunities, and a focus on product offerings that differentiate Thales and Imperva in the marketplace. The Channel Account Manager will need to understand how to drive channel growth, create channel opportunities and manage partner relationships. 

Key Areas of Responsibility

• Educate and Enable Optiv to drive Thales and Imperva sales

• Manage, develop, and maintain strong and successful relationships with Optiv, Thales and Imperva sales and leadership teams, as well as key end-user customers for continued business growth

• Build a joint business plan, with quantified action plans and a regular cadence of reviews

• Plan and develop go-to-market strategies and execute on marketing initiatives to deliver on the strategy

• Understand key goals and objectives of Optiv and come to agreement on mutual goals that align the partner with ours

• Understand and be conversant on the partner business metrics of taking on our solutions and building a profitable business selling, implementing, and supporting them. The CAM will facilitate and ensure all program requirements have been met by Optiv.

• Key point of contact that manages the occasional handling of difficult conversations and bringing about successful resolutions with the partner

• Enable the Optiv community to sell Thales solutions

• Build and expand the executive level Thales/Optiv value proposition

• Keep management current on status and performance through regular communication, forecasts, reviews, and reports

Minimum Requirements

• Bachelor’s degree in Business or Marketing or another related field of study or equivalent work experience

• 5+ years minimum experience in channel sales and channel development, in a security, appdev, networking, cloud based or Infrastructure Company preferably within a two-tier distribution environment

• Ability to forecast annual, quarterly, and monthly revenue streams accurately.

• Capable of developing and presenting interesting solution strategies, meeting/exceeding customer requirements and expectation

• Strong written, verbal and organizational communication skills and can clearly and effectively articulate Thales value as well as the ability to engage with all levels of a distribution Partner organization

• Ability to perform job functions independently with limited supervision

• Using business-planning skills to achieve a high level of customer and partner satisfaction

• Ability to execute and deliver a defined plan to exceed revenue goals

• Results oriented and effective in customer situations comprising senior level management

• Must have the ability to work independently in a dynamic sales environment

• Ability to work in a fast-moving environment, to prioritize effectively to think big picture, and to use good judgment in resolving difficult issues

• Passion, Commitment and drive for success working in a motivated Team environment

• Strong cross-functional leadership and excellent communications skills to drive consensus across groups both internally and within the Channel/Partner organizations

• Must demonstrate both personal integrity and the ability to exercise good judgment

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.

If you’re excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community! https://careers.thalesgroup.com/global/en/jointalentcommunity. You can upload your CV and our recruiters can get in touch with any new opportunities that may be of interest to you.

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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) 117,258.50 - 216,927.00 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