Business Development Manager (Defense & Civil Domain)

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Business Development Manager (Defense & Civil Domain)

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.

We work with customers and partners across critical sectors to deliver trusted technologies that help protect people, infrastructure and national interests. As part of our continued growth in Thailand, we are looking for an experienced and commercially driven Business Development Manager to join our Defense & Civil business. The position is located in Bangkok, reporting to the Country Director.

As Business Development Manager, you will be responsible for identifying and developing new business opportunities across Thailand's Defense, Government, Security, Critical Infrastructure and Civil sectors.

You will work closely with customers, government stakeholders, strategic partners, system integrators and internal Thales teams to develop opportunities from early market engagement through to capture, bidding, negotiation and contract award.

Responsibilities:

• Identify, qualify and develop new business opportunities aligned with Thales' growth strategy in Thailand.
• Build and manage a strong sales pipeline and opportunity portfolio across Defense, Government, Security and Civil markets.
• Develop and execute business development, sales and go-to-market strategies for targeted customers and market segments.
• Identify emerging customer requirements, market trends and future investment opportunities.
• Develop long-term relationships with customers, government stakeholders, partners and key decision-makers.
• Drive opportunities from early engagement and opportunity shaping through to tender, proposal, negotiation and contract award.
• Customer & Stakeholder Management
• Establish trusted relationships with senior customer and government stakeholders.
• Understand customer challenges and translate business needs into relevant Thales solutions.
• Engage and influence stakeholders across different levels, functions and organizations.
• Develop and manage strategic relationships with local partners, system integrators and industry stakeholders.
• Represent Thales professionally at customer meetings, conferences, exhibitions and industry events.
• Lead or contribute to the development of capture strategies, business cases, proposals and commercial offers.
• Coordinate with internal technical, engineering, product, legal, finance and bid teams to develop winning solutions.
• Support commercial negotiations covering pricing, contractual terms, partnerships and business conditions.
• Monitor competitive positioning and develop strategies to improve win probability.
• Provide timely market, competitor and business-risk intelligence to management.
• Conduct market research and competitive analysis to identify growth opportunities and market gaps.
• Monitor Thailand's defense, security, government and critical infrastructure priorities, procurement activities and industry developments.
• Identify opportunities for market expansion, new partnerships and new customer segments.
• Provide management with insights on market trends, customer requirements, competition and business risks.
• Contribute to country-level business development and growth strategies.
• Maintain strong customer engagement throughout the business lifecycle, from initial opportunity development through project delivery and beyond.
• Work collaboratively with internal teams to support customer satisfaction and long-term account development.
• Maintain accurate opportunity and customer information within CRM systems.
• Track business development activities, pipeline performance and key commercial metrics.
• Prepare regular business development and management reports.

Requirements:

• Bachelor’s degree in Business, Marketing, E-commerce, or a related field.
• 8 - 15 years in Business Development, Sales, Strategic Sales, Account Management or Capture Management.
• Proven experience in strategizing and successfully executing market or
• country expansions.
• Demonstrated track record of developing and winning complex, high-value solutions or projects.
• Experience developing and executing sales strategies, go-to-market plans or market expansion strategies.
• Strong understanding of customer engagement, opportunity development, bidding and commercial negotiation.
• Experience managing complex relationships with customers, government stakeholders, partners and senior decision-makers.
• Experience working in a multinational, matrix organization is highly desirable.
• Comfortable operating in a complex, multicultural and matrix environment.
• Experience working with international customers, regional teams or global headquarters is an advantage.
• Strong commercial, strategic and analytical thinking with the ability to assess market opportunities, competition and business risks.
• Excellent presentation, communication and negotiation skills.
• Strong ability to synthesize complex information and communicate clear recommendations to different stakeholders.

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.