Sales Specialist - Cloud Protection & Licensing

Location: Singapore, SingaporeThales 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.Thales established its presence in Singapore in 1973 to support the expansion of aerospace-related activities in the Asia-Pacific region. Throughout the last four decades, the company grew from strength to strength and is today involved in the primary businesses of Aerospace (including Air Traffic Management), Defence & Security, Ground Transportation and Digital Identity & Security. Thales today employs over 2,100 people in Singapore across all its business areas. Responsibilities:Aligns with Top Accounts at Global and Region LevelMaintain 100% Engagement model at the Account level (not sales territories)Focused on supporting Top Account Sales Teams to: Grow Thales CPL mindshare, cross pillar revenue and share of wallet within a set of Top AccountsOutline a Cross CPL Pillar Vision at Executive Levels w/in a set of Top AccountsDemonstrate CPL "Better Together" Stories (T Data + I Data) at Executive Levels w/in a defined set of Top AccountsAlign a CPL Architectural Model to a clients Global Security StrategyHelp Develop and Execute on a Global Account Strategy to grow overall TCV of the accountProvide Product and Solution SME to support the Top Account StrategyDeliver Global Consistency in Messaging for CPL Top AccountsShowcase most critical Business Outcomes with the client's decision makersAlign Business Outcomes with specific use casesPartner with OCTO and SE teams to "bring use cases and business outcomes to life"Convert Client Interest to Desire at a more rapid paceConstruct innovative commercial models/Enterprise Licensing Agreement addressing customer's security outcomes.Partner with Key SI/SO (Accenture, Capgemini, DXC, Infosys, TCS), Consultancy (Example the Big 4 – PWC, EY, Deloitte, KPMG) to increase share of Wallet for Thales CPLWorking cross-functional with AEs, SEs, PSO, CSMs, Renewals, Growth partners etc to ensure customer success and positive growth on NPS.Develop and maintain (with the Account Team) a multi-year strategic account plan for the Top Account to meet or exceed customer objectives as well as Thales sales goals. Revise the plan to match changing account priorities.Take a leadership role within Thales to execute the planArticulate both Thales and Top Account value propositions to C-Level management within both Thales and the AccountCreate a Quarterly Business Review cadence with the Top Account sponsors to track our progress against the overall planMaintain regular communications with the core sales teams and extended teams across all Thales pillars, through regular team calls and online collaboration.Facilitate regular progress meetings with key customer execs and sponsors to validate our progress and plansObtain input and participation from the assigned Thales Executive Sponsor for the account on a regular, scheduled basis.Build relationships with the customers executive team, earning a reputation as one of the Customers trusted business advisors.Demonstrate a high level of business acumen and thorough understanding of the customers business, organization, strategy and financial position.Navigate Thales to identify, acquire and coordinate a team of critical resources to address customer needs.Integrate Imperva/Thales in front of the customer providing a "Better Together" strategy for the customer.Conduct weekly progress meetings with the core sales team to make sure we are executing the planned strategyDrive engagement between customer key execs and CPL Executive sponsors (Twice a year minimum).Ensure participation of customers in the customer Advisory boardDrive the overall vision of CPL through EBC programRequirements:Minimum of 10 years experience selling into large Enterprise Accounts.Results-Driven: Ability to meet revenue targets and other KPIs.Maintain a high level of ethical conduct. Trust is critical in client relationships, and ethical behaviour is fundamental.Must be adaptable. This includes being open to change, staying current with industry trends, and adjusting strategies as necessary.Large Account Management Skills: Ability to work across large enterprises, pulling together different client teams & contactsAbility to coalesce a cross functional team and lead to a common outcomeAbility to build, update and execute Enterprise level Account plans.Desire to Cross Sell CPL & Imperva Capabilities and align them with the clients' "Big Picture" Strategic VisionDesire to position a Architectural Solution that ties to multiple business outcomes (i.e Cloud Modernization Strategy)Deep Knowledge of customers competitive environment (IBM) and ability to displace based on business value (not just technical value)Develop and execute the pursuit strategy through exceptional leadership, experienced deal acumen, broad commercial savviness, and a strategic mindset to properly position Thales strongest mutual value proposition to the client to win new business opportunities.Builds win-win business cases based on intimate understanding of client goals/objectives, competitive landscape, and Thales expected returns to balance competing interests (pricing, discounting, timelines, etc.)Deal Structuring Skills: Comfortable leading large scale strategic business transactionsExperience in developing Enterprise License AgreementsProvides leadership in the design, development and execution of pursuits, obtaining comprehensive pursuit knowledge to make informed recommendations and decisionsCommunication Skills: Present and communicate clearly the business plan to key Executives within customer IT & Security teams and internally to key Executives within CPL.Aptitude for leading an Architectural based discussion and tying that to a clients strategic visionProvides leadership, coaching, and mentoring across all team members executing against the pursuit processAt Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now!Thales is a global technology leader with more than 81,000 employees on every continent. The Group invests in the digital and "deep tech" innovations — connectivity, big data, artificial intelligence, cybersecurity and quantum technologies — that are crucial to the development of a society where humans are at the heart of the decision-making process.The Group's products, services and solutions support businesses, governments and organisations in five major markets: digital identity and security, defence, aerospace, space and transport.Thales Solutions AsiaThales established its presence in Singapore in 1973 to support the expansion of aerospace-related activities in the Asia-Pacific region. Throughout the last four decades, the company grew from strength to strength and is today involved in the primary businesses of Aerospace (including Air Traffic Management), Defence & Security, Ground Transportation and Digital Identity & Security. Thales today employs over 2,100 people in Singapore across all its business areas.With the acquisition of Gemalto in 2019, Thales expanded its market locally and in the Southeast Asia region serving global banks, telecommunication providers, governments and enterprise customers with an unrivalled portfolio of digital identity and security solutions based on technologies such as biometry, data protection and cyber security. Locally, Thales also houses the Group's largest and only multi-product manufacturing facility that operates round the clock to produce micro-modules, banking cards, inlay antennas as well as passport datapages for over 100 countries.Today, Thales employs 2,100 people in Singapore across all its business areas, with 3 sites across the country (28 Changi North Rise; 12 Ayer Rajah Crescent and Digital Factory @ WeWork in 5 Temasek Boulevard).Human Intelligence is the power behind the technology that Thales is known for.Our DNAA mastery of technology in the service of society. A regard for balance enabling our people to succeed.Rich career journeys.A simple leadership model.AerospaceLargest avionics repair facility for the Group with an estimated 40,000 pieces repaired per year.Equips Changi Airport, the busiest hub in South East Asia, with our Thales LORADS III Air Traffic Management (ATM) solutions.Thales' inflight entertainment system and connectivity flies onboard Singapore Airlines' A350 XWBs fleet.Co-innovate with the Civil Authority of Singapore through a joint Aviation Innovation Research (AIR) Lab to develop an open ATM architecture and accelerate ATM digitisation.TransportationEquips 50% of the Singapore MRT lines with our ticketing solution.Completely resignalled SMRT's oldest MRT lines (North-South and East-West Lines) which are now running on our Communications-Based-Train-Control (CBTC) signalling, and are the most reliable lines in the country.Delivered signalling solutions for Canberra MRT station, Singapore's newest MRT station on the North-South Line.Defence & SecurityProvides the Singapore Armed Forces with equipment in air defence, communications and naval sensors.Equips Singapore Navy's RSS Formidable frigates with Thales' Herakles radars.Provides Homeland Security solutions to the Ministry of Home Affairs, working with the Singapore Police Force, Singapore Civil Defence Force and the Police Coast Guard.Provides apron surveillance over Changi Airport, and worked with the Smart Nation programme on an integrated video analytics platform.Operates a cybersecurity consulting practice in Singapore with CREST-certified consultants engaged in cybersecurity risk assessments and penetration testing.Digital Identity & SecurityProvides biometric passports and systems to Singapore's Immigration and Checkpoints Authority.Largest multi-product manufacturing facility for the Group that exports micro-modules, banking cards, inlay antennas and passport datapages to over 100 countries.Houses over 350 engineers locally at the Engineering Competence Centre to develop products across all of the Digital Identity & Security businesses.Research, Technology & InnovationRuns a Research & Technology (R&T) centre with the aim of complementing and leveraging Singapore's strong eco-system as a research and development hub.Houses an Innovation Hub on-site to engage local and regional customers and partners in user-centered innovation, enabling cross-functional collaborations in co-designing, prototyping and testing of new concepts.Developed strategic academic partnerships, via joint labs housed at Nanyang Technological University, to foster research in nanotechnologies as well as contribute new concepts and technologies for systems used on micro and nano-satellites.Established a Digital Factory in Singapore to accelerate innovation and digital transformation for the Group and its customers in the region.Thales GroupThales is a global technology leader with more than 81,000 employees on every continent. The Group invests in the digital and "deep tech" innovations — connectivity, big data, artificial intelligence, cybersecurity and quantum technologies — that are crucial to the development of a society where humans are at the heart of the decision-making process.The Group's products, services and solutions support businesses, governments and organisations in five major markets: digital identity and security, defence, aerospace, space and transport.Thales Solutions AsiaThales established its presence in Singapore in 1973 to support the expansion of aerospace-related activities in the Asia-Pacific region. Throughout the last four decades, the company grew from strength to strength and is today involved in the primary businesses of Aerospace (including Air Traffic Management), Defence & Security, Ground Transportation and Digital Identity & Security. Thales today employs over 2,100 people in Singapore across all its business areas.With the acquisition of Gemalto in 2019, Thales expanded its market locally and in the Southeast Asia region serving global banks, telecommunication providers, governments and enterprise customers with an unrivalled portfolio of digital identity and security solutions based on technologies such as biometry, data protection and cyber security. Locally, Thales also houses the Group's largest and only multi-product manufacturing facility that operates round the clock to produce micro-modules, banking cards, inlay antennas as well as passport datapages for over 100 countries.Today, Thales employs 2,100 people in Singapore across all its business areas, with 3 sites across the country (28 Changi North Rise; 12 Ayer Rajah Crescent and Digital Factory @ WeWork in 5 Temasek Boulevard).Human Intelligence is the power behind the technology that Thales is known for.Our DNAA mastery of technology in the service of society. A regard for balance enabling our people to succeed.Rich career journeys.A simple leadership model.AerospaceLargest avionics repair facility for the Group with an estimated 40,000 pieces repaired per year.Equips Changi Airport, the busiest hub in South East Asia, with our Thales LORADS III Air Traffic Management (ATM) solutions.Thales' inflight entertainment system and connectivity flies onboard Singapore Airlines' A350 XWBs fleet.Co-innovate with the Civil Authority of Singapore through a joint Aviation Innovation Research (AIR) Lab to develop an open ATM architecture and accelerate ATM digitisation.TransportationEquips 50% of the Singapore MRT lines with our ticketing solution.Completely resignalled SMRT's oldest MRT lines (North-South and East-West Lines) which are now running on our Communications-Based-Train-Control (CBTC) signalling, and are the most reliable lines in the country.Delivered signalling solutions for Canberra MRT station, Singapore's newest MRT station on the North-South Line.Defence & SecurityProvides the Singapore Armed Forces with equipment in air defence, communications and naval sensors.Equips Singapore Navy's RSS Formidable frigates with Thales' Herakles radars.Provides Homeland Security solutions to the Ministry of Home Affairs, working with the Singapore Police Force, Singapore Civil Defence Force and the Police Coast Guard.Provides apron surveillance over Changi Airport, and worked with the Smart Nation programme on an integrated video analytics platform.Operates a cybersecurity consulting practice in Singapore with CREST-certified consultants engaged in cybersecurity risk assessments and penetration testing.Digital Identity & SecurityProvides biometric passports and systems to Singapore's Immigration and Checkpoints Authority.Largest multi-product manufacturing facility for the Group that exports micro-modules, banking cards, inlay antennas and passport datapages to over 100 countries.Houses over 350 engineers locally at the Engineering Competence Centre to develop products across all of the Digital Identity & Security businesses.Research, Technology & InnovationRuns a Research & Technology (R&T) centre with the aim of complementing and leveraging Singapore's strong eco-system as a research and development hub.Houses an Innovation Hub on-site to engage local and regional customers and partners in user-centered innovation, enabling cross-functional collaborations in co-designing, prototyping and testing of new concepts.Developed strategic academic partnerships, via joint labs housed at Nanyang Technological University, to foster research in nanotechnologies as well as contribute new concepts and technologies for systems used on micro and nano-satellites.Established a Digital Factory in Singapore to accelerate innovation and digital transformation for the Group and its customers in the region.Don't provide your bank or credit card details when applying for jobs.#J-18808-Ljbffr