Sales Specialist - Cloud Protection & Licensing

Responsibilities:

• Aligns with Top Accounts at Global and Region Level
• Maintain 100% Engagement model at the Account level (not sales territories)
• Focused on supporting Top Account Sales Teams to:

1. Grow Thales CPL mindshare, cross pillar revenue and share of wallet within a set of Top Accounts
2. Outline a Cross CPL Pillar Vision at Executive Levels w/in a set of Top Accounts
3. Demonstrate CPL ”Better Together” Stories (T Data + I Data) at Executive Levels w/in a defined set of Top Accounts
4. Align a CPL Architectural Model to a clients Global Security Strategy
5. Help Develop and Execute on a Global Account Strategy to grow overall TCV of the account
6. Provide Product and Solution SME to support the Top Account Strategy
7. Deliver Global Consistency in Messaging for CPL Top Accounts
8. Showcase most critical Business Outcomes with the client's decision makers
9. Align Business Outcomes with specific use cases
10. Partner with OCTO and SE teams to “bring use cases and business outcomes to life”
11. Convert Client Interest to Desire at a more rapid pace
12. Construct innovative commercial models/Enterprise Licensing
13. Agreement addressing customer’s security outcomes.
14. Partner with Key SI/SO (Accenture, Capgemini, DXC, Infosys, TCS), Consultancy (Example the Big 4 – PWC, EY, Deloitte, KPMG) to increase share of Wallet for Thales CPL
15. Working cross-functional with AEs, SEs, PSO, CSMs, Renewals,
16. Growth partners etc to ensure customer success and positive growth on NPS.

• Develop and maintain (with the Account Team) a multi-year strategic account plan for the Top Account to meet or exceed customer objectives as well as Thales sales goals. Revise the plan to match changing account priorities.
• Take a leadership role within Thales to execute the plan
• Articulate both Thales and Top Account value propositions to C-Level management within both Thales and the Account
• Create a Quarterly Business Review cadence with the Top Account sponsors to track our progress against the overall plan
• Maintain regular communications with the core sales teams and extended teams across all Thales pillars, through regular team calls and online collaboration.
• Facilitate regular progress meetings with key customer execs and sponsors to validate our progress and plans
• Obtain input and participation from the assigned Thales Executive Sponsor for the account on a regular, scheduled basis.
• Build relationships with the customers executive team, earning a reputation as one of the Customers trusted business advisors.
• Demonstrate a high level of business acumen and thorough understanding of the customers business, organization, strategy and financial position.
• Navigate Thales to identify, acquire and coordinate a team of critical resources to address customer needs.
• Integrate Imperva/Thales in front of the customer providing a “Better Together” strategy for the customer.
• Conduct weekly progress meetings with the core sales team to make sure we are executing the planned strategy
• Drive engagement between customer key execs and CPL Executive sponsors (Twice a year minimum).
• Ensure participation of customers in the customer Advisory board
• Drive the overall vision of CPL through EBC program

Requirements:

• Minimum of 10 years experience selling into large Enterprise Accounts.
• Results-Driven: Ability to meet revenue targets and other KPIs.
• Maintain a high level of ethical conduct. Trust is critical in client relationships, and ethical behaviour is fundamental.
• Must be adaptable. This includes being open to change, staying current with industry trends, and adjusting strategies as necessary.
• Large Account Management Skills:Ability to work across large enterprises, pulling together different client teams & contacts
  Ability to coalesce a cross functional team and lead to a common outcome
  Ability to build, update and execute Enterprise level Account plans.
  Desire to Cross Sell CPL & Imperva Capabilities and align them with the clients’ “Big Picture” Strategic Vision
  Desire to position a Architectural Solution that ties to multiple business outcomes (i.e Cloud Modernization Strategy)
  Deep Knowledge of customers competitive environment (IBM) and ability to displace based on business value (not just technical value)
  Develop and execute the pursuit strategy through exceptional leadership, experienced deal acumen, broad commercial savviness, and a strategic mindset to properly position Thales strongest mutual value proposition to the client to win new business opportunities.
  Builds win-win business cases based on intimate understanding of client goals/objectives, competitive landscape, and Thales expected returns to balance competing interests (pricing, discounting, timelines, etc.)
• Deal Structuring Skills:Comfortable leading large scale strategic business transactions
  Experience in developing Enterprise License Agreements
  Provides leadership in the design, development and execution of pursuits, obtaining comprehensive pursuit knowledge to make informed recommendations and decisions
• Communication Skills:Present and communicate clearly the business plan to key Executives within customer IT & Security teams and internally to key Executives within CPL.
  Aptitude for leading an Architectural based discussion and tying that to a clients strategic vision
  Provides leadership, coaching, and mentoring across all team members executing against the pursuit process