Associate Vice President Sales Americas

About this role

Location: Austin, 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 billions 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.

Hybrid- Austin, TX

Thales is hiring an experience Associate Vice President Sales Americas will provide leadership and development to the Software Monetization (SM) sales effort and growth in Americas region. The AVP IAM AMERICAS Sales will stimulate its teams in cross selling within the IAM domain, between the product lines of CPL and leverages the Thales in- and external ecosystems.

The Associate Vice President Sales Americas is responsible for the sales number and revenue growth in the commercial segments (directly) and will seek to grow business by new logo acquisition (Land) and expanding existing customer via cross- and upsell (Expand).  The SM business represents an emerging business in a high growth segment of the global cyber security market. 

This position will operate both direct and indirect routes to market, along with social and digital activities to increase brand awareness and pipeline. The Sales activities will be supported by a dem-gen and field marketing organization as well as various SM domain specific (Sales & Product) teams and subject matter experts. The Associate Vice President Sales Americas will interact with all these teams and in order to mobilize and channel the right resources to the various GTM’s.

Key Areas of Responsibility • Responsible for business development and sales of Thales SM product lines in the Americas, managing direct and indirect sales.

• Able to culturally adapt to be compelling in global environment or in their regional responsibility. 

• Drives achievement of sales objectives including sales volume, channel development and management, new business development and management of existing revenue streams.

• Accurately forecast annual, quarterly, and monthly revenue streams.

• Ensures that sales goals and forecasts are consistent with the organization’s long-range strategic objectives.

• Works closely with marketing, product management and other related parties to develop local pricing strategies, sales campaigns and any other tools required to be successful in territory.

• Regularly visits key existing partners/customers, actively involved in the recruitment of key new partners

Core responsibilities includes:

1. Revenue Ownership • Accountable for achieving revenue and bookings targets.

• Builds and executes sales strategies aligned with company objectives.

• Monitors pipeline health, forecast accuracy, and quota attainment.

• Balance new logo acquisition with expansion of existing customers.

2. Sales Organization Leadership • Leads regional sales leaders, directors, account executives, and sales managers.

• Defines sales territories, quotas, compensation plans, and performance metrics

• Recruits, develops, and retains top sales talent.

3. Go-to-Market Strategy • Works closely with Product Management, Marketing, Customer Success, and Operations.

• Identifies new markets, customer segments, and growth opportunities.

• Aligns sales motions with product launches and business priorities.

• Coordinate with product teams on positioning and pricing.

4. Forecasting and Business Planning • Owns sales forecasting and capacity planning.

• Reviews pipeline, deal progression, and risk factors.

• Reports performance to executive leadership.

5. Key Account and Deal Support • Engages directly in strategic opportunities and executive customer relationships.

• Helps remove obstacles from major deals.

• Negotiates high-value commercial agreements.

6. Performance Management • Establishes KPIs and sales methodologies.

• Conducts business reviews and coaching.

• Drives continuous improvement in sales effectiveness

7.Common KPIs tracked : • Revenue attainment

• Bookings

• Pipeline coverage

• Win rate

• Average deal size

• New customer acquisition

• Renewal and expansion revenue

• Forecast accuracy

• Sales cycle length

Minimum Requirements • Bachelor's degree is required, business or IT related major is preferred.

• 8-10 years experience with increased responsibility within a well established organization (Global company preferred)

• 5-8 years management level experience

• 5-8 years experience of Regional responsibility

• 5-8 years experience in managing cybersecurity business in direct mode and indirect mode via a network of channel partners in the Americas.

• 5-8 years in software security.

• Excellent management skills with the ability to effectively direct the team’s performance in the territory.

• In-depth knowledge of sales principles and practices.

• Excellent time management, communication, decision-making, human relations, presentation and organizational skills.

• Strong motivator and influencer of team behavior

• Strong relationship builder with both internal and external constituents

• Ability to accurately predict revenues, and to develop and execute on go to market plans that meet company objectives

• Cross cultural ability to accomplish objectives both at headquarters and in the field

Applicants must be legally authorized to work in the United States for any employer at the time of hire. This position is not eligible for visa sponsorship or for assuming sponsorship of an employment visa now or in the future.

If you’re excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community! https://careers.thalesgroup.com/global/en/jointale

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