Territory Sales Manager at Thales

You will own the South African territory and be tasked with managing, developing and growing a number of large enterprise accounts across the Country. You will have freedom to put your own stamp on the role whilst working in a fast moving, innovative environment. We have a proven track record of promoting from within and offer clear opportunities for career advancement

The TSM is responsible for driving new business from prospective and existing customer accounts within the assigned territory, and meeting and/or exceeding all sales quotas to achieve revenue goals. This position will organize, plan, direct, and coordinate all sales activities for both prospective and established customers. You will have an understanding of customer business needs via a methodical sales discovery process and will be able to report this within the Thales forecasting methodology.

Large complex sales situations will require a documented sales approach with full processes and territory and account planning, which will ultimately address the customer’s critical success factors as they relate to Thales’s services and products.

You will develop, nurture, and maintain relationships with prospective and current customers in the pursuit of solving the prospect’s or customer’s business issues while in turn driving Thales’ success.

Key responsibilities

• You will work closely with your manager to structure and follow a personal development programme which will assess and develop your skills in line with your personal aspirations within the business.
• Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.
• Develop and drive a full pipeline of qualified sales prospects by working with a network of channel partners and consultants via Thales Channel Managers, active participation in industry associations, using direct marketing and inside sales and telemarketing resources, in addition to personal prospecting and market/territory research.
• Establish, build and maintain customer relationships. Ensure that solutions balance the needs of both the customer and company. Build trust and credibility with the customer and ensure good communication between sales and professional services at customer accounts. Establish and maintain a strong working bond focused on the customer between Sales Product Management, Development and Professional Services

Skills, qualifications and experience

• Significant experience in account management or related role
• Experience selling enterprise solutions to C-level clients.
• Industry and or company knowledge including an understanding of POPI, Electronic Transactions Act, and GDPR, and other industry regulations (highly desirable)
• Practical use of Strategic Selling systems using a predetermined sales methodology
• Experience or exposure to the development of sales strategies for complex accounts
• A level of vision which goes beyond products and services to understand the complete solution