Major Account Manager

Job Description:

• Identify and research potential clients within the target market.
• Generate new leads through cold calling, email campaigns, networking, trade shows, and personal networks.
• Research, plan and attend industry leading trade shows to promote Thales Software Monetization thought leadership and generate leads.
• Conduct thorough needs analysis to understand prospective clients’ requirements and challenges.
• Lead business value analysis and case-for-change proposal development.
• Present and demonstrate Thales Software Monetization software solutions.
• Develop and maintain relationships with key decision-makers and client organizations.
• Act as a trusted advisor, aligning solutions with client business objectives.
• Facilitate feedback to Thales Software Monetization leadership and product management.
• Create and deliver sales proposals.
• Negotiate terms and close deals.
• Collaborate with sales engineering, business value, product development, and marketing teams from lead generation through solution delivery.
• Create, develop, and execute sales strategies for target accounts.
• Generate accurate and realistic sales forecasts.

Requirements:

• Bachelor’s degree in Business, Engineering, Stem or related field
• 7 years of B2B sales experience in software industries, at least 3 years at major account sales
• Proven track record of managing a full lifecycle sales process – from prospecting to contract closing
• Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization
• Familiarity with order fulfillment chain and related components like CRM software (e.g., Salesforce), ERP software (eg. SAP, Oracle), CPQ, Billing software, etc.
• Technology savvy individual with a conversational knowledge of API orchestration, SaaS, AI, Data Insights etc.
• Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that commercial goals are achieved.
• Relevant certifications in Opportunity qualification and management frameworks like MEDDIC, Challenger, etc.
• 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.
• Successful completion of a post-offer background check required.

Benefits:

• Elective Health, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance
• Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period
• Company paid holidays and Paid Time Off
• Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program