Strategic Client Director - UK Defence

About the Company

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 billions 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.

About the Role

The UK MOD / Defence Sector Strategic Client Director (SCD) will be responsible for all sales and business development activities into UK MOD, with a strong emphasis on long-term business development and sales performance. The SCD will plan and manage all Thales sales related activity focused on the Data Protection and Application Security products and solutions, initially across frontline commands (RAF, Navy and Army, Strategic Command and Defence Digital) with wider areas such as intelligence agencies in due course. The SCD will build and develop new key business relationships, managing all aspects of the sales process with the end customer, focusing on new business opportunities and developing existing business contacts. This role will work in conjunction with channel partners and System integrators and also closely collaborate with the Defence Contractors RSM, to deliver sales and business objectives. The individual will report into the Sales Director, UK Government and Defence, contributing to building a wider government / public sector business in the UK.

Responsibilities

• Day-to-day management of a small number of Strategic / Target Accounts in line with the wider UK Government Sales strategy, in order to maximize high-value sales opportunities and meet or exceed sales targets.
• Develop a high profile presence within the targeted accounts and be seen as a trusted advisor.
• Drive achievement of sales objectives including sales volume, new business development and management of existing revenue streams.
• Support the Defence business strategy and be able to engage with MOD end users.
• Accurately forecast annual, quarterly, and monthly business opportunities for all Business.
• Ensure that sales goals and forecasts are consistent with the organization’s long-range strategic objectives.
• Collaborate with marketing, product management and other related parties to develop local pricing strategies, sales campaigns and any other tools required to be successful in territory.
• Ability to message, and sell to, C-Suite individuals at some of Thales’ most strategic customers including group wide UKI Government activity.
• Establish relationships with Systems Integrators / channel partner sales teams to ensure the effective and efficient closing of sales opportunities.
• Close collaboration with the RSM Defence Contractors and contribution, insight and dialogue with the wider Government and Defence Team.

Qualifications

Bachelor’s degree in Computer Science, Business Administration or another related field of study or equivalent work experience.

Required Skills

• Significant years of experience in sales, quota driven role selling cyber security, data networking and / or security architecture products.
• Proven track record in UK Defence / Government sales in the target areas identified for this role.
• UK MoD experience is critical for this role.
• Experience of ‘Walking the Floor plate’ would be extremely advantageous.
• Demonstrable Track Record of experience managing large national or global accounts with a quota.
• Ability to manage time effectively in order to optimize productivity.
• Excellent verbal and written communication skills; active listening.
• Proven ability in Storytelling and excellent presentation skills.
• Proficiency with MS Office products, such as MS Teams, PowerPoint, Word, Excel and Outlook.
• Experience working with Salesforce.com.

Preferred Skills

• Experience selling Thales CPL products and / or familiarity selling encryption and key management solutions.
• Previous experience selling cloud-based security products.
• MBA

This role will require SC Clearance. It would be advantageous if currently held, however, if not currently held, it is a requirement that the successful applicant will undergo, achieve, and maintain SC Clearance. Please visit the UKSV website for further guidance.

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.

Thales UK is committed to providing an inclusive and barrier-free recruitment process. We will provide reasonable adjustments and support to ensure neuro-diverse applicants or those with a disability or long-term condition can be their best during the recruitment process.

To request an adjustment, if you need this job advert in an alternative format or if you have any questions about the recruitment process, please contact Resourcing Ops for mid to senior roles, or the Early Careers Team for graduate and apprentice roles.

Great journeys start here, apply now!