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 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.
TOGETHER WE MAKE THE BIG AMBITIONS OF TOMORROW HAPPEN TODAY
The Identity and Access Management (IAM) Channel Account Manager will be responsible for establishing, developing and implementing key strategic territory plans channel initiatives and partner account plans with solution provider/reseller partner(s) specializing in security solutions. The IAM Channel Account Manager will work closely with key contacts to help them build a vision and execute on strategy that derives the maximum business benefit from offering our portfolio of solutions to their customers.
Key Responsibility
Build a joint business plan, with real action plans and a regular cadence of reviews.
Plan and develop go-to-market strategies and execute on marketing initiatives to deliver on the strategy.
Conduct analysis of partner coverage in region identifying gaps where recruitment is needed.
Understand their key goals and objectives and come to agreement on mutual goals that align the partner with ours.
Understand and be conversant on the partner business metrics of taking on our solutions and building a profitable business selling, implementing, and supporting them.
Facilitate and insure all program requirements have been met by the partners.
Key point of contact that manages the occasional handling of difficult conversations and bringing about successful resolutions with the partner.
Drive enablement in the partner community to sell Thales solutions.
Build an executive level Thales value proposition for target partners.
Manage, develop, and maintain strong, successful relationships with the channel/partners, Thales sales teams, and key end-user customer for continued business growth.
Update management of all current on status and performance through regular communication, forecasts, agendas, and reports.
Manage all aspects of the channel business and relationships.
Implement a ROI approach to partnering efforts with an emphasis on revenue generation, focus on cloud and integrated product offerings that differentiate Thales in the marketplace.
Required Skills and Experience
Four Year college degree (B.A / B.S.) or equivalent work experience can be substituted for degree
5-7 years’ experience in channel sales and channel development.
Capable of developing and presenting interesting solution strategies, meeting/exceeding customer requirements and expectations.
Strong cross functional leadership to drive consensus across groups both internally and within the Channel/Partner organizations.
Strong written and verbal communication skills and can clearly and effectively articulate Thales value.
Ability to work in a fast-moving environment, to prioritize effectively to think big picture, and to use good judgment in resolving difficult issues.
Channel Account Management/Direct Selling experience with a proven track record of success
Passion, Commitment and drive for success working in a Motivated Team environment.
Strong communication and organizational skills mandatory with the ability to engage with all levels of a distribution partner organization.
Results oriented and effective in customer situations comprising senior level management.
Must demonstrate both personal integrity and the ability to exercise good judgment.
Ability to perform job functions independently with limited supervision in a dynamic sales environment.
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.
Have an understanding of how to drive incremental revenue and be comfortable in a quota based compensation model.
Prior experience working a in a security sales, networking or infrastructure company preferably within a two tier distribution environment.
Domestic travel up to 50%
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!Thales champions inclusion and we believe diversity strengthens the fabric of our culture. We are an Equal Opportunity Employer/AA/Minorities/Females/Veterans/Disabled.
