Regional Sales Manager IAM, (France & French speaking countries)

Thales is hiring a Regional Sales Manager for Identity Access Management (IAM), covering France and French-speaking territories. The role is remote within the UK, with domestic and international travel up to 50% of the time. It suits someone with a hunter profile who has sold complex cloud services to medium and large accounts and can work in both French and English.

Thales is a global technology company with more than 83,000 employees on five continents and over 7,500 people in the UK, operating across defence, space, aerospace, and digital security.

What you will do

• Develop and implement a sales strategy to meet or exceed yearly revenue targets and grow market penetration in your territory.
• Identify potential customers, build a pipeline, and convert leads into deals.
• Work with marketing and channel partners to create new opportunities.
• Build long-term relationships with key decision-makers and influencers.
• Monitor market trends, competitor activity, and regulatory changes.
• Run the full sales cycle: prospecting, qualifying, presenting, organising demos and proofs of value, responding to RFPs, negotiating, and closing.
• Contribute to account-based marketing campaigns, events, and other go-to-market activities.
• Forecast quarterly and monthly revenue accurately.
• Keep detailed, up-to-date records on leads and opportunities in SFDC.
• Attend corporate and field marketing events.
• Visit key existing partners and customers regularly and help recruit new partners.

What they are looking for

• Bachelor's degree in business, computer science, or another relevant field.
• Significant experience and a proven track record selling complex cloud services to medium and large accounts.
• Demonstrable knowledge of IAM, cybersecurity, or cloud solutions.
• Technical acumen and proficiency with sales tools such as Microsoft O365 and Salesforce.com.
• A hunter profile: self-motivated, a team player, comfortable building pipeline alone and with partners and marketers.
• Strong sales and communication skills, including writing and presenting. Able to explain complex technical concepts clearly, co-write proposals, answer and present RFPs, and guide proofs of concept.
• Ability to structure and manage the deal process with internal and external stakeholders on time and at high quality, and to negotiate complex deals with buyer personas at mid-to-higher management levels.
• History of working with resellers, VARs, system integrators, and GSIs.
• Familiarity with enterprise sales methodologies such as MEDDPICC.
• Full professional fluency in French and English. Another European language is a plus.

Preferred qualifications

• Demonstrated success exceeding sales targets, managing deals, and building customer relationships.
• Extensive knowledge of the enterprise market in Iberia, including key players, market dynamics, and the regulatory landscape.
• Ability to speak with C-level contacts and work through all levels of an organisation to close deals.
• Previous experience selling cloud-based security products.
• Experience in high-paced sales environments.

Other details

Applicants must be legally authorised to work in the UK at the time of hire. This position is not eligible for visa sponsorship, now or in the future.

Thales states that it ensures equal opportunities, pay, and working conditions for all. Benefits include private medical insurance, buying or selling annual leave, cycle to work schemes, employee discounts, a paid volunteering day, stocks and shares, and an annual bonus, depending on the role.