Regional Sales Manager - Data Protection

Location: Gorgonzola, ItalyThales 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.Cloud Protection & Licensing - Today's businesses depend on the cloud, data and software in order to make decisive decisions. That's why the most respected brands and largest organizations in the world trust Thales to help them protect and secure access their most sensitive information and software wherever it is created, shared or stored – from the cloud and data centers to devices and across networks. Our solutions enable organizations to move to the cloud securely, achieve compliance with confidence, and enable trust in digital and software services used by billions of consumers every day.

Thales CPL Data Security is seeking an experienced, highly motivated sales professional to join our Data Security Sales Team. This position is responsible for selling to end-users through channels (tier 1 and 2), leveraging all routes to market. The Regional Sales Manager will sell our market-leading HSMs and Data Protection Platform by understanding of the client’s business and the industry in which they thrive, the corresponding Data Protection initiatives, identifying how we can match the customer needs, developing compelling business value propositions for our solutions and ultimately closing opportunities. The Regional Sales Manager will also develop and maintain trusted relationships with senior-level decision-makers and other key buyers within the region.

Essential Duties & Responsibilities

Sells Thales Data Protection solutions into Italy & Malta region

Conduct analysis of partner coverage in region identifying gaps where recruitment is needed.

Enable partner community to sell Thales Cloud Protection Licensing (CPL) solutions.

Facilitate and insure that all certification requirements have been completed by the partners.

Develop executive level Thales Data Protection value proposition for target partners and accounts.

Develop a medium and long-term strategic business plan with the partners and gain Executive commitment from partner to move forward.

Manage execution of business plans, strategies, defining sales, channel, marketing strategies, tactics, and actions in order to help to develop the territory and meet targets assigned (i.e. revenue growth, market penetration, new logos).

Identify jointly, with partner, customer target opportunities, technical assessment and document.

Manage/develop/maintain strong, successful relationships with channel/partners, Thales Data Protection sales teams and Key Accounts for continued business growth.

Be constantly in touch with main customers/end users.

Develop relationships with top management (MD, Vice Presidents; CxO level).

Keep management current on status and performance through regular communication, agendas and reports.

Provide accurate and reliable weekly forecast to the Management.

Works in team, collaborate closely with Presales Engineers, Products Marketing and peer sales teams.

Maintain an accurate record of all sales opportunities throughout the sales process using the CRM system (SFDC)

Other duties/special projects as assigned

Qualification Requirements:

Education: Bachelor degree (B.A / B.S.).

Experience:

5 years plus experience in a system integrator, service provider, large reseller channel development and network industry with experience in security.

5 years plus B2B sales experience in developing accounts and implementing strategic plans and initiatives.

2 years of related experience in a security, networking or infrastructure company preferably within a two tier distribution environment.

2 years plus channel sales experience in developing and implementing channel

Skills:

Strong communication skills mandatory with the ability to engage with all levels of a partner organization.

Strong presentation skills at all levels, business development acumen, and virtual team building.

Capable of developing and presenting interesting solutions strategies, meeting /exceeding customer requirements/expectations.

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

Must have proven ability to work independently in a dynamic sales environment.

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

Ability to perform job functions independently with limited supervision.

Knowledge of sales of software, cloud or computer related products.

Strong background in IT Security products and/or Hardware Security Module (HSMs), Data Encryption and Crypto Management solutions.

Ability to manage business while achieving a high level of customer and partner satisfaction.

Strong business planning skills and proven ability to execute and deliver a defined plan.

About Thales Cloud Protection and Licensing:

Today’s enterprises depend on the cloud, data and software in order to make decisive decisions. That’s why the most respected brands and largest organizations in the world rely on Thales to help them protect and secure access to their most sensitive information and software wherever it is created, shared or stored – from the cloud and data centers to devices and across networks. Our solutions enable organizations to move to the cloud securely, achieve compliance with confidence, and create more value from their software in devices and services used by millions of consumers every day.

We are the worldwide leader in data protection, providing everything an organization needs to protect and manage its data, identities and intellectual property – through encryption, advanced key management, tokenization, and authentication and access management. Whether it’s securing the cloud, digital payments, blockchain or the Internet of Things, security professionals around the globe rely on Thales to confidently accelerate their organization’s digital transformation. Thales Cloud Protection & Licensing is part of Thales Group.

Supervisory Responsibility: None

Working Conditions: Travel required – Overnight stays abroad required regularly

At 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!