Account Manager

Vista previa de la oferta

Account Manager

Sales & Business Development

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.

Overview: On the Account Manager role you will be responsible for maintaining and growing relationships with our key cards and issuance customers, ensure and optimize revenue generated for Thales DIS at its customers.

On the Sales part of your role you will be responsible for the entire sales lifecycle process of our SaaS modern card issuance services, from lead identification, through qualification, offer, negotiation and opportunity closing.

Main Responsibilities:

DRIVING SAAS OPPORTUNITIES THROUGH SALES FUNNEL, PLANNING AND SHARING

• As the owner of the sales pipeline, your responsibility is to identify, manage and close market opportunities on new, and potentially on existing accounts (up-sells) that will help you achieve or exceed your financial targets.
• Build and maintain strong long-term relationships with all key stakeholders, including C-level and senior executives in your target customer segments.
• Provide visibility of your opportunity pipeline and share short to mid-term revenue forecasts through the CRM tool, in dedicated sessions with your Sales Manager.
• For new customers, build, share and execute account plans (sharing through dedicated session with Managers and peers).
• For existing customers, contribute to building, sharing and executing a plan to perform up-sells for new products or services offers not yet under an existing contract.
• Establish and keep close contact with customer facing technical and account teams to ensure that your opportunities have the appropriate level of resources.

CARDS AND ISSUANCE CUSTOMER MANAGEMENT

• As an Account Manager, you will be the main account owner and the first point of contact for newly won or existing Cards and Issuance services customers, and will be responsible for building strong relationships with our clients during all sales cycles.
• For newly won customers, you will be accountable for a successful customer onboarding journey by collaborating with internal teams to ensure fast project completions and maximize revenue generation.
• Collaborate with internal teams to meet customer expectations, and proactively propose to the customer better ways to use our Card products and Issuance Services, maximizing the value for both our customer and ourselves.
• Build and maintain strong long-term relationships with all key stakeholders, including C-level and senior executives for the accounts under your scope.
• Lead and manage critical conflict resolution, to ensure excellent customer service and experience with Thales.
• Become the voice of customer, and provide feedback to internal teams in regards to the needs and recommendations on new products and services definition.

DRIVE SUCCESS

• Responsible for developing, validating, implementing and following-up the Strategic Account Plans to ensure the achievement of quarterly and yearly business targets.

• Report on key account metrics to the Sales Management team for regular business reviews and follow up Strategic Account Plans.
• Responsible for providing revenues forecasts through our CRM tool for the Cards & Issuance services contracted by our customers, and as well contribute to the project resources forecasts exercise.

Main Requirements:

• You should have 5-10 years experience minimum in a sales or Account Executive position within the Financial Institutions and/or FinTech industry with the ability to coordinate multiple internal and external stakeholders in a complex sales process.
• Have a proven consultative mindset in understanding customer needs and challenging them on solutions, whilst always working towards sales closure.
• Strong business understanding of SaaS solutions, preferably cloud technology and agile delivery models and how they apply to the financial services industry in your market.
• Awareness on Payment Cards and Personalization industry.
• Ability to Create and maintain trusted and lasting relationships and influence key decision makers, particularly at C-suite level in Financial Institutions.
• Experience in carrying individual quotas for B2B sales at an enterprise level, SaaS experience is key.
• Be able to demonstrate strong growth in new business development driving net new logo acquisition amongst all tiers of financial institutions and FinTech clients.
• Knowledge and experience of Financial Institutions/FinTech procurement practices and sales lifecycle processes, typical for selling enterprise platforms into financial institutions.
• Degree in Business, Marketing or Engineering or another relevant field of study; or equivalent work experience.
• Exceptionally strong customer service skills, including issue tracking, triaging and crisis management, managing large customers portfolios.
• Strong leadership skills with a focus on influencing decision making by using data points.
• Outstanding organizational skills and agility.
• Ability to travel regionally up to 50% of the time.
• Proficiency in English and preferably local language.

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.