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Director, Business Development -Individual Contributor at Thales DIS CPL USA Inc.

Posted in General Business 30+ days ago.

Type: Full-Time
Location: Fort Worth, Texas





Job Description:

Location: Texas_Remote_Worker, United States of America

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.

Position Summary

As a member of the Cloud Protection & Licensing (CPL) Global Business Development Team, the Business Development Director will be instrumental in developing the strategy and implementing the tactics associated with the strategic go-to-market activities related to the CPL Cloud Delivery Platform and the CPL suite of Cloud Services. In addition to supporting CPL internal routes to market, the Business Development Director will be developing new business opportunities for CPL Cloud Services by establishing partner relationships that will allow us to expand into and new markets while building new routes to those markets. The ultimate goal is to build partnerships, both internal and external that will drive increased revenue for Thales CPL.

Essential Functions / Key Areas of Responsibility


  • Responsible for named OEM and Sell with Partners that are already established and manage sales targets associated with these Partnerships.


  • Define and develop new value propositions for CPL Cloud Services and identify the key partnerships that will allow Thales extract value from existing markets or allow Thales to expand into new markets.


  • Develop requisite business plans to support investment to expand into new markets or establish new partnerships.


  • Work with the partners to ensure they are enabled and have the ability to sell and implement our solutions.


  • Work with their teams to create and track pipeline.


  • Interact with partners to help them during their sales cycles.


  • Connect their field sales teams with our sales teams and coordinate meetings to collaborate on mutual accounts and qualify good opportunities to work together.


  • Build out marketing programs and creative approaches to drive mutual business.


  • Understand all of the partner’s business units and determine how they can leverage our solutions within their offerings or as an add-on solution to their offerings.


  • Build out business plans and relationship governance models with partners including global and regional executive meeting schedules and QBRs.


  • Provide weekly forecast information.


  • Develop strategies for double digit annual growth for each partner


Minimum Requirements


  • 5 to 7+ years of successful technical sales experience, with a high level of knowledge of the of the cybersecurity market.


  • Strong track record of revenue accountability and revenue growth.


  • Clear understanding of trends in the cybersecurity market and possess a key ability to identity areas of growth where Thales could invest time and resources to further expand into those markets.


  • Fundamental understanding of the security technology underlying PKI, IoT and how those technologies are relevant to market verticals such as healthcare, automotive, manufacturing and the utilities segment.


  • Direct experience, using cybersecurity technologies and an ability to identify areas of improvement that can be integrated into the product development lifecycle.


  • Direct experience identifying friction points in the sales cycle of cybersecurity technologies and possess an ability to identify and recommend areas of improvement to better enable to positioning and sales of CPL Cloud Services.


  • Experience collaborating with partner sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, and other sales enablement/GTM activities.


  • Previous working experience with Saleforce.com, Discover.org and other research methods to support sales/business development planning/activity.


  • Fits with a hard-working, innovative, quality-driven, and customer-focused culture.


  • Articulate, with a proven ability to communicate effectively with colleagues, enterprise customers, and large multi-national partners.


  • Creative, decisive, organized, methodical, biased toward action and competitive.


  • High energy, sense of urgency, passionate, committed, engage.


  • Agile, nimble, able to recognize and implement necessary changes.


  • Team oriented creative thinker and high aptitude for solving problems. Believable, credible, honest, high integrity.


  • Proficient with MS Office products.


Preferred Qualifications


  • Prior experience selling security or compliance software.


  • Experience in presenting technical solutions to partners and customers.


  • Direct experience working for a System Integrator or Managed service provider selling managed services or other offerings.


  • Experience in structuring and negotiating customized/sophisticated partnership agreements to meet specific business objectives (e.g., pricing, support, professional services, etc.).


This position will require successfully completing a post-offer background check. Qualified candidates with (a) criminal history will be considered and are not automatically disqualified, consistent with federal law, state law, and local ordinances.

Successful applicant must comply with federal contractor vaccine mandate requirements.

Thales champions inclusion and we believe diversity strengthens the fabric of our culture. We are an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law

If you need an accommodation or assistance in order to apply for a position with Thales, please contact us at talentacquisition@us.thalesgroup.com.




Salary: $210,000.00


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