Sales Account Manager – Identity and Biometric Solutions

Location: Ottawa, Canada

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.

As a Sales Account Manager for the Identity and Biometrics Solutions team located in Ottawa, Canada, you will lead business initiatives within the Canadian markets. Acting as an account manager for Canada, you will support Thales’ existing accounts in the country and develop and implement sales strategies for the growth of the business in Canada. Thales is currently active in driver license, ID, and law enforcement markets, having clients in Federal, Provincial and City government agencies across the country.  You will maintain and expand the business scope for dedicated customers based on set objectives while ensuring customer satisfaction within these customer accounts. You will track all requests for proposals (RFPs) and lead the response for each.  You will be required to coordinate with supporting Thales teams any presentations provided whether they be virtual or in-person, and manage each account won through contract end. 

This exciting opportunity to get involved with projects shaping the future of identity trends in North America will be hands-on and fast moving. 

Key Responsibilities:

• Must be able to present clearly to all audience sizes in an effort to engage and increase our customer base.

• Must coordinate teams to present our solutions and deliverables in an effort to establish trust in this market space.

• Be the primary sales interface for the assigned accounts, including business and administrative coverage

• Interface with various resources within the Business Units to ensure the customer needs are fully addressed and that appropriate resources are allocated in due time to the account

• Ensure overall customer satisfaction.

• Establish high-level strategic relationships with the accounts. Identify main contacts and decision makers. Facilitate the creation of relevant relationships for the appropriate Thales resources

• Coordinate with our field marketing and technical teams on needs assessment for each market to assist in in roadmap definition.

• Responsible for capturing new opportunities by providing expertise through knowledge sharing and product demonstrations.

• Attend industry trade show events as needed/required

• Improve Thales’ offering by creating venues and information sharing processes for efficient exchange of information about customers, competitors and industry

• Provide oversight and guidance on legislation that could impact the contracting process

• Collaborate closely with Bid Manager and Solution Manager to set up tender response strategies and Bid process deliverables. Coordinate and manage tenders answer when a Bid manager is not appointed.

• Must be fluent in both English and French.

• Must be able to provide critical input in the negotiation of contract terms and commitments specific to these programs.

Required Skills and Experience:

• Bachelor’s degree is required

• A minimum of 8 years of experience in solutions selling and large account management, in the Canadian Federal and Provincial Government markets.

• Prior complex sales experience to include multimillion dollar sales in SaaS, government solutions or technical/ engineering domain

• Prior experience presenting pertinent and technical information and solutions to internal/external customers and other stakeholders on a regular basis in a variety of formats

• Familiarly with government budget cycles

• Demonstrated procurement and response oversight including knowledge of available and pending budgets, influencing client requirements, responding to RFP’s, proposal preparation, determining win themes and writing executive summaries, working with the team on the response and determining winning price followed by on-site presentations and demonstrations.

• Proven track record of meeting enterprise sales targets (of at least 5-8 million) and increasing pipeline

• Must be bilingual French/ English

• Excellent Team player with proven ability to accomplish goals through collaboration

• Ability to operate effectively and autonomously across multiple teams in situations of ambiguity leveraging problem solving skills and a willingness to learn with only high-level direction

• Proven ability to engage with senior leadership of an organization

• Proven track record of growing existing business products

Travel 25-35% with in Canada and the US

• Visit existing and new customers in Canada including, but not limited to, provinces of Ontario, Quebec and Alberta

• Management and training meetings in the US

Preferred Skills and Experience:

• Prior experience with driver license market with issuance of driver license and other secure credentials

• Experience in software platform technologies or biometrics

• Prior experience with law enforcement market in Canada or North American market

• Self-starter –Need someone to drive all aspects of our business in order for us to be successful.

• Creative thinking and problem solving –we need someone who can creatively navigate through issues and problems as they may arise.

• Strong negotiation skills – this person should be able to negotiate with partners and customers with little oversight to help rapidly position Thales within upcoming opportunities

• MBA Degree

Thales is an equal opportunity employer which values diversity and inclusivity in the workplace. Thales is committed to providing accommodations in all parts of the interview process. Applicants selected for an interview who require accommodation are asked to advise accordingly upon the invitation for an interview. We will work with you to meet your needs. All accommodation information provided will be treated as confidential and used only for the purpose of providing an accessible candidate experience.

Alternatively, you can view other indigenous opportunities at https://aboriginaljobboard.ca/browse-jobs/