Hybrid Territory Sales Manager – Software Monetization

at Thales

• Job title: Territory Sales Manager – Software Monetization
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, United Kingdom

About the role

• Dynamic sales professional driving direct sales of Sentinel portfolio to mid-market customers in the EMEA region, focusing on UK&I. Achieving revenue targets and cultivating long-term client relationships.

Responsibilities

• Responsible for Direct Sales of our Sentinel portfolio and services to the enterprise-market segment in the EMEA region within a group of assigned customers.
• Accountable for Sales Results in EMEA (focus on UK&I), including achieving agreed revenue targets, establishing, and maintaining effective professional relationships with customers and realizing new opportunities within assigned and new customers (mid-market segment).
• Ensure Customer Satisfaction by providing effective service and customer care in the territory consistent with company standards.
• Define and acquire new clients and generate pipeline to help grow our business.
• Qualify incoming enquiries generated through a variety of sources (Direct Mail, Tradeshows, Events, Website Enquiries, Advertising, PR).
• Work virtual and in the field undertake customer visits and generate new business opportunities at trade shows, seminars, and other relevant events.
• Successfully negotiate the terms of an agreement and close sales in line with expectations.
• Perform Market Analysis and define key customers by participating in marketing activities, fairs, conferences, and executive briefings.
• Responsible for long-term client/account management and account planning for defined clients (including Cross Sell/Up-Sell).
• Collaborate closely with internal teams, orchestrating efforts across pre-sales, product management, and professional services to drive customer success.
• Learn, implement, and adhere to our Diagnostic Sales Methodology.
• Develop compelling project benefits and value propositions tailored to meet the needs of customers.
• Create forecasts and measurable plans aimed at achieving your sales targets.
• Ensure accurate and thorough documentation of all activities in our CRM system, Salesforce, to maintain traceability and facilitate effective management of customer interactions.

Requirements

• Bachelor’s degree in business administration, IT-related fields, or a comparable qualification.
• At least 5 years’ experience in Sales of Software/IT Solutions in a B2B environment.
• Proficiency in understanding complex business processes and models of medium to large enterprises.
• An excellent communicator (both spoken and written) with a passion for technology and creating value through innovative solutions.
• A strategic thinker who can effectively apply skills to achieve goals related to quotas and KPIs.
• Experience with sales methodologies such as Value-based Selling or Diagnostic Selling.
• Native language ability (English), professional fluency (written/spoken).
• Willingness to travel.
• Independent yet team-oriented professional with a structured approach to work.

Benefits

• 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.
• excellent opportunity to develop a dynamic career in a friendly, international team and environment where we value your contribution, believe in your potential and are committed to your development.
• clear career path that is underpinned by our policies of promotion from within, mobility, training and development programs.