Sales & Business Development

at  Thales

Location: Reading, United Kingdom
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.
Together we offer fantastic opportunities for committed employees to learn and develop their career with us. At Thales UK, we research, develop, and supply technology and services that impact the lives of millions of people each day to make life better, and keep us safer. We innovate across the major industries of Aerospace, Defence, Security and Space. Your health and well-being matters to us and that’s why we offer you the flexibility to do what’s important to you; whether that’s part time hours, job sharing, home working, or the ability to flex your start and finish times. Where possible, we support a working pattern that suits your lifestyle and helps you reach your ambitions.
Job Title: Sales & Business Development
Location: Reading / Crawley, UK
Willing to frequently travel to other Thales sites and customer meeting.
Reports to: Head of Sales Cyber Digital Solutions

DESIRABLE SKILLS AND EXPERIENCE REQUIRED

Essential

• Successful track record in delivering OI growth within a Managed Security Services and Consultancy led technology business.
• Working knowledge of cyber security market and relevant UK MOD / Military domain environments.
• Ability to create and maintain trusted working relationships both internally and externally.
• Business understanding and acumen.
• Negotiation, communication & presentation skills.
• Proven people management & self-motivation.

Desirable:

• Working experience with UK MOD / Military business.
• Working experience in the B2B world that supports the above sectors.
• Working experience with partners at hyperscaler level down to core technology providers.
• Prior knowledge and understanding of managed security services market and wider cyber security market for professional services and product sales.
• Up-selling and cross-selling from within new and established accounts.
• Existing client relationships within the defence/government/CNI/B2B sector.
• Experience of consultative selling, strategic selling, engagement and bid methods e.g. Franklin Covey, Miller Heimann, Shipley etc

PRIMARY PURPOSE OF THE ROLE:

The Digital Identity and Security Global Business Unit of Thales works across every continent and provides world leading capability across multiple market sectors including government, critical national infrastructure and defence. Our world leading consulting, capability integration and managed security services demand strategic thinking, dynamic and ambitious sales professionals.
This role sets out to develop the relationships required to grow the Cyber Digital Solutions (CDS) business, capture new opportunities and meet our order intake targets across the UK MOD / Military sectors. Understanding the market and customer needs to help develop and shape our service, consulting and integration offerings into successful projects and ultimately create a healthy pipeline of orders.
Develop client relationships, cross-selling all the CDS Business Line and wider Digital Identity & Security Global Business Unit (DIS GBU) capabilities and creating value propositions for customers. Working with the Business Delivery Leads and the Operations and Resourcing Team to ensure high levels of customer satisfaction during delivery and to identify business development opportunities for the wider Thales business.

KEY TASKS AND RESPONSIBILITIES

The key tasks and responsibilities required from this role are:

• Responsible for the day to day relationship and management of all the key stakeholders both externally and internally for the UK MOD / Military sector.
• Client Satisfaction measurement & improvement and ensuring client expectations are met and issues are resolved speedily and effectively.
• Developing the order intake pipeline in order to meet or exceed assigned OI growth target, whilst maintaining target levels of profitability (GMOI).
• Provide accurate and timely Order Intake Forecasts.
• Produce and manage UK MOD / Military campaign plans.
• Developing Go to Market strategies.
• Preparation of Demo’s, Presentations, Client days, Roadshows etc.
• Preparation and delivery of winning bids.
• B&P forecasts.
• Drive new customer relationship management and develop and enhance long term relationships across the client business.
• Leverage long term relationships with other key industry partners, as means to broaden the opportunity pipeline.
• Combine capabilities into consulting, product and managed service solutions to meet domain and specific client requirements – working closely with the Consulting Partners.
• Work with other parts of Thales (e.g. Key Account Managers & sales teams) to develop wider opportunities for Thales and to generate value for Thales as a whole.

The job holder will need to understand the full range of consulting capability within Thales and draw this together to address clients’ needs. They will be expected to maximise cross-sell across the entirety of the DIS GBU and to maximise the value of pull-through revenue from the rest of Thales.