Description

Location: Tokyo, Japan

Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we're driven by a mission to build a future we can all trust.

Present in Japan since 1970, Thales promotes technological innovation and is an active and recognised partner for the development of Japanese infrastructure. Our strategy focuses on strengthening local partnerships and collaborating with key Japanese industrial players to address global needs as we continuously establish a dynamic and skilled workforce.

Regional Sales Director JAPAN will be responsible for managing a team of Land and Expand account Managers, driving large/strategic accounts and developing net new business within that same region. He or she will be responsible for addressing the specific yearly CPL SM goals, create objectives and execute the CPL SM strategy. The Regional Sales Director will be assigned a sales target for the entire region and will be responsible for assigning appropriate quotas to his team. This position will typically focus on selling into larger or more complex organizations. The RSD will be responsible for creating, developing and executing sales strategies for new as well as assigned account(s), and Act as a ‘trusted advisor' and develop knowledge beyond Thales products and services. The expectation is to deliver consistent revenue performance and growth for the assigned region with a SW revenue responsibility that ranges from 9 million - $11million.

Key Areas of Responsibility:

• Oversee the team's ability to provide accurate and timely forecasting information to sales management, escalating to the VP of Sales on a regular basis.
• Deliver on revenue-based sales quota objectives to achieve revenue and growth targets for all his team's accounts.
• Schedule regular Customer Business Reviews and Land & Expand sessions for all of his team's accounts engaging at multiple levels within the account.
• Manage all aspects of his team's sales cycle including prospecting, development of the customer relationship at all levels and the implementation of the account plans.
• Ensure the sales team engages with the pre-sales team with all named accounts.
• Perform bi-annual strategic account reviews with the account management team and Thales executive team.
• Recruiting and Developing talents.

Requirements:

• 10+ years of sales experience in Digital Security products and Software Monetization related solutions.
• Strong background in software and digital security products and/or subscription selling with experience working directly with strategic accounts.
• Experience in managing all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation/execution of the account plans.
• Used to closing deals valued at 6 figures and above and comfortable dealing at a high senior/executive level.
• Used to high activity levels and managing a busy schedule of meetings
• Previous experience in mentoring and coaching sales representatives.
• Able to up-sell strategic / custom solution to a strategic account as well as penetrating and closing strategic targets.
• Demonstrate Leadership in technical discussions, and able to collaboratively work with Sales Engineers to ensure that commercial goals are achieved.
• Recruiting, mentoring, and coaching sales representatives.
• Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization.
• Proficient using SalesForce.com CRM.
• Excellent negotiation and closing skills.
• Excellent communications and presentation skills.
• Strong marketing sense and vision.
• Capable of closing complicated deals and multi-year deals from discovering sales opportunities to contract completion.
• English fluency is essential due to the nature of the work and the need to manage internal stakeholders.
• Bachelor's degree in engineering, Computer Science, or Business Administration field of study.
• MBA in Business Administration / Marketing will be advantage.

At Thales, we're committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you'll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference for a safer, greener, and more inclusive world.