Location: Noida, IndiaThales 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.Present in India since 1953, Thales is headquartered in Noida, Uttar Pradesh, and has operational offices and sites spread across Bengaluru, Delhi, Gurugram, Hyderabad, Mumbai, Pune among others. Over 1800 employees are working with Thales and its joint ventures in India. Since the beginning, Thales has been playing an essential role in India’s growth story by sharing its technologies and expertise in Defence, Transport, Aerospace and Digital Identity and Security markets.
REGIONAL SALES MANAGER – BANKING/FINTECH ACCOUNTS (NORTH/SAARC REGION)
SUMMARY
The person in this role will be responsible for revenue generation by taking Thales Data Protection & Encryption product portfolio and its relevance to Banking/Fintech vertical in North & SAARC region. He shall also be building relationships with key stake-holders (including but not limiting to Customers, System Integrators, Resellers, Consultants) in the Banking/Fintech Vertical to understand the projects, timing, priority and competition. Summarily, he will be expected to deliver the revenue through sale of Thales’s Data Protection products and services in Banking/Fintech Vertical. He will work in close coordination and under the guidance of Director Sales (India & SAARC) who is responsible for the overall India & SAARC Business.
Skills :
- You will manage, develop and grow strategic prospects and existing customer relationships.
- You will identify, qualify and quantify all opportunities within an assigned account(s).
- You will develop and deliver accurate and technically correct sales presentations to potential customers.
- You will manage all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation of the account plans.
- You will deliver on set objectives to achieve revenue and growth targets.
- Excellent salesmanship in Direct Sales with Exhibited sales skills and go-getter attitude.
- Funnel and Territory Management & Ability to prioritize and meet deadlines.
- Domain expertise in Public Key Infrastructure, Data Encryption, and Cloud Security etc is preferred.
- Enterprise Security Architecture including System, Network, Virtualization, Database, Application, and Mobile is vital.
- Familiar with Secrets Mangament, Data Discovery & Classification and Ransomware Protection solutions
- Communicating security vulnerabilities to technical and non-technical audiences.
- Familiar with Security Operational Center (SOC) and Cybersecurity landscape.
- Experience with selling solutions into Virtual environments such as VMWare, AWS, Azure, Google, Oracle Cloud or HyperV will be preferred.
Knowledge, and Experience:
- Prior experience in bidding end to end solution for large banks (PSU and Private Banks, Financial institutions, M-Wallet, digital payment providers and players, internet Banking/Fintech initiatives is an important criterion.
- Prior Experience in selling Information security products around Key Management / encryption in the Banking/Fintech vertical will be an added advantage.
- To succeed at this job, you must have: capability to close complicated deals and multi-year deals from discovering sales opportunities to contract completion. You should be able to up-sell strategic / custom solution to a strategic account as well as penetrating and closing strategic targets.
- You must be fluent in English with good understanding of Sales Process, relevant regulatory and compliance framework that exist within Banking/Fintech vertical in India
- We would like someone to join our team who is having business and results-oriented mindset, excellent inter-personal skills, customer-oriented and a natural leader.
- You must have a Bachelor / Master’s degree in related field.
- We are looking for someone with 15+ experience in major account sales & at-least 7-10+ years of sales experience in Banking/Fintech domain for security solutions.
- Prior experience in doing techno-commercial engagements and sales with dealings in Private, PSU Banks, Financial services etc would be an added advantage.
- Prior relationship for solution selling in Large, mid-size banks, PSU’s Bank and Fintech accounts in North & SAARC region will be of added advantage
- Ability to interface with CXO / CIO/ CISO/ BU’s Head and Risk Management & Audit heads of Banking/Fintech vertical is essential
- Ability to Map the Infra team, Information security team separately and stich the solution for the business owner is key.
- Ability to identify key large scale projects across these region / accounts and decide the plan to focus to grow the business 10-15% YoY with a strategic go to market plan. Ability of put in place a program for both short term and long term projects
Essential Duties & Responsibilities include, but are not limited to the following: (% of time)
- Deliver on set objectives to achieve revenue and growth targets.
- 80% - To drive the project identification (project, budget, time-lines and current state) for focus, key stake-holder identification, and sales cycle within those identified projects.
- Responsible for submission of responses/proposal against RFQ/RFPs/EOI floated by companies. Ensuring that proposed solutions/model has a strong value proposition and is cost effective.
- Development and management of existing channel partner network across India and working closely with business partners to identify and maximize opportunities to enhance product and business processes.
- Effectively follow up on leads that generate from event / workshop participation & build strong funnel.
- To provide an ongoing visibility to the management about the health of business and revenue AND workout the timely gap plans to achieve any identified revenue gaps.
- USING SFDC as a sales tool is an absolute must.
- Effectively pitch Thales’s data protection solutions to Banking/Fintech customers for data integrity and non-repudiation of transactions using PKI technology standards (PKCS). e.g design and deployment of PKI solution for various banks
- 20% - Responsible for engaging appropriate Thales personnel to address customer problems when necessary.
- Responsible for maintaining a healthy relationship between Thales and the customer.
- Development of forecast and tracking of revenue attainment vs. forecast.
- Provides weekly reports on business development and sales activities, presents quarterly territory reviews and plans for next quarter.
- Working with existing Employees, Channel Partners and Distributors, Customers.
Physical Demands:
Frequent travel required for business development, customers meetings and revenue generation.
Working Conditions and work location:
Normal Office Conditions and this position will be based out of Thales Noida Office.
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. Great journeys start here, apply now!
