Sales Account Manager - US Federal and State Government markets

Location: Virginia, 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 billons 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

Virginia/ DC area, USA. This is a remote position.

As a Sales Account Manager for the US Federal and State Government markets in the Identity and Biometrics Solutions team, you will lead business initiatives within the US markets. Acting as an account manager for the US, you will support Thales’ existing accounts in the country and develop and implement sales strategies for the growth of the business in the US. Thales is currently active in driver license, ID, and law enforcement markets, having clients in Federal, State and City government agencies across the country. 

In this role, you will maintain and expand the business scope for Federal and state and local law enforcement customers based on set objectives while ensuring customer satisfaction. You will track all opportunities (updating CRM), maintain existing accounts, and more importantly develop strategic capture plans to obtain new clients in the target markets. You will lead the response to RFI’s and RFPs, having influenced them in advance. You must coordinate with the supporting Thales solutions engineering and product teams for any presentations whether virtual or in-person, and manage each account won through contract award and receipt of purchase order.

This opportunity to shape the future of identity trends in North America will be fast moving, exciting and rewarding!

Regulatory Compliance Requirements

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.

Key Areas of 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.

Minimum Requirements

• 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

Special Position Requirements

Travel : Up to 50% travel

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).

We are an equal opportunity employer, including disability and veteran status. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.

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) 132,586.21 - 254,973.49 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 reach out to your HR Shared Service, 1st Point) 

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