Data Security Sales Specialist

Company: Thales
Location: Santa Barbara
Posted on: April 8, 2025

Job Description:

Location: California, United States of America

All the relevant skills, qualifications and experience that a successful applicant will need are listed in the following description.

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.

Remote- California

Thales is hiring an experience Data Security Sales Specialist will play a vital role in the growth and market penetration of Thales industry-leading security solutions in the Americas. In this role, you will function as a sales expert in Data, leveraging your product and industry knowledge to help attach Thales solutions to our customers most critical business outcomes. By leveraging your key existing relationships and those of the greater Thales organization, you will demonstrate enterprise sales skills that allow you to function as the primary resource for the sales team as you identify, qualify, position and close new opportunities for Thales solutions. You must excel at solution-based sales techniques and demonstrate an ability to partner with the regional sales teams to strategize and execute team-based selling strategies. This is a complementary role to our field and sales engineering teams, and you must be comfortable in a complex Channel-first selling environment.

This position will require successfully completing a post-offer background check. Qualified candidates with criminal history will be considered and are not automatically disqualified, consistent with applicable federal law, state law (the California Fair Chance Act), and local ordinances (San Francisco Fair Chance Ordinance, City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, and Los Angeles County's Fair Chance Ordinance for Employers).

Key Areas of Responsibilities

Aligns with Top Accounts at Global and Region Level

Develop and Execute on a Global Account Strategy to grow overall TCV of the account

Provide Product and Solution SME to support the Top Account Strategy

Showcase most critical Business Outcomes with the client's decision makers

Construct innovative commercial models/Enterprise Licensing Agreement addressing customer's security outcomes.

Develop and maintain (with the Account Team) a multi-year strategic account plan for the Top Account to meet or exceed customer objectives as well as Thales sales goals. Revise the plan to match changing account priorities.

Articulate both Thales and Top Account value propositions to C-Level management within both Thales and the Account

Create a Quarterly Business Review cadence with the Top Account sponsors to track our progress against the overall plan

Maintain regular communications with the core sales teams and extended teams across all Thales pillars, through regular team calls and online collaboration.

Build relationships with the customers executive team, earning a reputation as one of the Customers trusted business advisors.

Minimum Requirements

Bachelor's Degree from a four-year College/University OR 5+ years of business-to-business sales experience/training OR equivalent combination of education and experience.

Minimum of 10 years experience selling into large Enterprise Accounts.

Results-Driven: Ability to meet revenue targets and other KPIs.

Maintain a high level of ethical conduct. Trust is critical in client relationships, and ethical behaviour is fundamental.

Must be adaptable. This includes being open to change, staying current with industry trends, and adjusting strategies as necessary

Large Account Management Skills:

Ability to work across large enterprises, pulling together different client teams & contacts

Ability to coalesce a cross functional team and lead to a common outcome

Ability to build, update and execute Enterprise level Account plans.

Desire to Cross Sell CPL & Imperva Capabilities and align them with the clients' "Big Picture" Strategic Vision

Desire to position a Architectural Solution that ties to multiple business outcomes (i.e Cloud Modernization Strategy)

Deep Knowledge of customers competitive environment (IBM) and ability to displace based on business value (not just technical value)

Develop and execute the pursuit strategy through exceptional leadership, experienced deal acumen, broad commercial savviness, and a strategic mindset to properly position Thales strongest mutual value proposition to the client to win new business opportunities.

Builds win-win business cases based on intimate understanding of client goals/objectives, competitive landscape, and Thales expected returns to balance competing interests (pricing, discounting, timelines, etc.)

Deal Structuring Skills:

Comfortable leading large scale strategic business transactions

Experience in developing Enterprise License Agreements

Provides leadership in the design, development and execution of pursuits, obtaining comprehensive pursuit knowledge to make informed recommendations and decision

Communication Skills:

Present and communicate clearly the business plan to key Executives within customer IT & Security teams and internally to key Executives within CPL.

Aptitude for leading an Architectural based discussion and tying that to a clients strategic vision

Provides leadership, coaching, and mentoring across all team members executing against the pursuit process

If you're excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community! https://careers.thalesgroup.com/global/en/jointalentcommunity. You can upload your CV and our recruiters can get in touch with any new opportunities that may be of interest to you.

What We Offer:

Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following:

- 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.

Why Join Us?

Say HI and learn more about working at Thales click here

#LI-MM1

#LI-Remote

This position will require successfully completing a post-offer background check. Qualified candidates with criminal history will be considered and are not automatically disqualified, consistent with applicable federal law, state law (the California Fair Chance Act), and local ordinances (San Francisco Fair Chance Ordinance, City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, and Los Angeles County's Fair Chance Ordinance for Employers).

Thales champions inclusion and we believe diversity strengthens the fabric of our culture. Thales is an Equal Opportunity Employer, including disability/veterans.

If you need an accommodation or assistance in order to apply for a position with Thales, please contact us at talentacquisition@us.thalesgroup.com.

The reference Total Target Compensation(TTC) market range for this position, inclusive of annual base salary and the variable compensation target, is between

This reflects how companies in a similar industry and geographic region generally pay for similar jobs. This range helps the Company make pay decisions as one data point among many. Where a position falls within this range is also dependent on other factors including - but not limited to - the employee's career path history, competencies, skills and performance, as well as the company's annual salary budget, the customer's program requirements, and the company's internal equity. Thales may offer additional benefits and other compensation, depending on circumstances not related to an applicant's status protected by local, state, or federal law.

(For Internal candidate, if you need more information, please reach out to your HR Shared Service, 1st Point)

Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following:
---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

Keywords: Thales, Santa Monica , Data Security Sales Specialist, Sales , Santa Barbara, California