Channel Sales Manager – UK&I

Location: Remote UK, United Kingdom

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 offer fantastic opportunities for committed employees to learn and develop their career with us. At Thales UK, we research, develop, and supply technology and services that impact the lives of millions of people each day to make life better, and keep us safer. We innovate across the major industries of Aerospace, Defence, Security and Space. Your health and well-being matters to us and that’s why we offer you the flexibility to do what’s important to you; whether that’s part time hours, job sharing, home working, or the ability to flex your start and finish times. Where possible, we support a working pattern that suits your lifestyle and helps you reach your ambitions.

Job Title: Channel Sales Manager – UK&I

Location: Remote UK

Summary:
Skilled Channel Sales resource responsible for establishing, developing and implementing key strategic channel initiatives and account plans with distribution partner(s) specializing in security solutions. The Channel Account Manager will be leading with the “Cloud First” mantra with specific focus on data protection and application product solutions that underpin Thales’ Digital Transformation and Cloud Protection strategy. 

Qualification/ Skills/ Experience Requirements:

• BSc or relevant degree required: Business Administration, Computer Science or a related qualification.

• 5 to 10 years of experience, ideally working for a Security Vendor in the IAM and/or Encryption/Key Management space with responsibility covering channel partners including distributors, VARs, service provider/MSSP.

• 5 years plus two-tier Channel sales experience in developing and implementing strategic channel plans and Initiatives for on-boarding and developing focus partners.

• Strong communication skills mandatory with the ability to engage with all levels of a partner organization.

• Strong presentation skills at all levels, business development acumen, and virtual team building.

• Capable of developing and presenting interesting solutions strategies, meeting /exceeding customer requirements/expectations.

• Results oriented and effective in customer situations comprising senior level management.

• Must have proven ability to work independently in a dynamic sales environment.

• Must demonstrate both personal integrity and the ability to exercise good judgment.

• Ability to perform job functions independently with limited supervision.

• Knowledge of sales of software or computer related products.

• 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.

Essential Duties and Responsibilities: include, but are not limited, to, the following:

• Conduct analysis of partner coverage in region identifying gaps where recruitment is needed

• Enable partner community to sell Thales’ Cloud Protection solutions but with specific focus on STA & DPOD offering.

• Build executive level Thales data protection value proposition for target partners.

• Establish / Identify joint opportunities and document.

• Build a business plan with the partners & gain Executive commitment from partner to move forward.

• Work with the Thales/Distribution technical training teams to ensure all managed partners are technically proficient

• Alongside the Thales Marketing team, build and execute ongoing marketing plans for each managed partner

• Facilitate joint Executive sponsorship.

• Create joint solution strategy with partners and support end user engagements with partners as necessary.

• Facilitate and ensure that all certification requirements and adherence to the channel program is completed by the partners.

• Establish specific go to market plan with the partners.

• Manage/develop/maintain strong, successful relationships with the channel/partners, Thales data protection sales teams and key end-user customers for continued business growth.

• Keep management current on status and performance through regular communication, forecasts, agendas and reports.

• Build and maintain strong relationships with internal Thales resources such as Customer Services, Legal, Training, Finance.

• Other duties/special projects as assigned

Scope of Responsibility:
Establish partner(s) account penetration plan Value added Distributor.
• Build value proposition for each individual target partner.
• Identify and establish executive sponsorship with accounts.
• Identify jointly, with partner, customer target opportunities and technical assessment.

Contracts:
• Individual will constantly be touching/recruiting individuals through the entire corporation to develop strategies to effectively penetrate targeted opportunities/accounts.
• Deliver high-level executive briefings to partners and external customers.

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In line with Thales’ Baseline Security requirements, candidates will be asked to provide evidence of identity, eligibility to work in the UK and employment and/or education history for up to three years. Some vacancies may require full Security Clearance which can require further evidence to be provided. For further details of the evidence required to apply for Baseline and Security Clearance please refer to the Defence Business Services National Security Vetting (DBS NSV) Agency.

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.

Thales UK is committed to providing an inclusive and barrier-free recruitment process. We will provide reasonable adjustments and support to ensure neuro-diverse applicants or those with a disability or long-term condition can be their best during the recruitment process. To request an adjustment,if you need this job advert in an alternative format or if you have any questions about the recruitment process, please contact Resourcing Ops for mid to senior roles, or the Early Careers Team for graduate and apprentice roles.

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