Regional Sales Manager - IAM Solutions (Authentication Products)

Location: Bucharest, Romania

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 defence and security, aerospace and space, cybersecurity and digital identity, we’re driven by a mission to build a future we can all trust.

 

In Romania, we are advancing innovation through software engineering, research and development, delivering solutions in key markets in which Thales Group operates. Our engineers design, develop and integrate solutions that impact global industries – from fully operational systems and subsystems for naval warfare and maritime security operations, to air traffic management systems, satellite-based solutions, tactical indoor simulations, identity and biometric technologies and more.

Are you experienced in Channel Sales or Key Account Management? Passionate about the world of Authentication and Encryption? Looking for a new challenge in an international environment? Then this opportunity is for you and we would love to meet you!

We are Thales, bringing trust to an increasingly connected world. Within our Cyber Security Products (CSP) Business Line, we are looking for our next Sales Manager for our Authentication Product Portfolio.

Position Summary

As we continue to expand our operations, we are seeking a highly motivated and results-driven Regional Sales Manager to join our dynamic team.

As the Regional Sales Manager for IAM Devices & Workforce Solution, you will be responsible for driving revenue growth and expanding market share in CEE & Israel region.

Your goal will be to find & bring new customers as well as increase footprints within existing CSP customers.

You will collaborate closely with the marketing, channel, sales engineering, and professional services teams to ensure the successful reach of your sales goals. Your focus will be on cultivating strong relationships with key stakeholders in the market to promote our innovative solutions and increase our market presence in CEE & Israel region.

Essential Functions / Key Areas of Responsibility

• Attached to the EMEA Core Team in a growing environment, you will be in charge to establish, developing and implementing revenue generating Sales strategies.
• Manage/develop/maintain strong, successful relationships with the channel/partners, Thales sales teams and key end-user customers for continued business growth.
• Develop and implement a comprehensive sales strategy to (over)achieve yearly revenue targets and maximize market penetration in assigned territory.
• Grow new business and generate revenue within strategic accounts (current and new logo) and identify potential customers, create a robust pipeline, and convert leads into successful deals.
• Hunter sales attitude and experience.
• Work with marketing and (channel) partners to create new opportunities.
• Establish and nurture long-term business relationships with end customers’ key decision-makers and influencers.
• Continuously monitor market trends, competitor activities, and regulatory changes to capitalize on opportunities and address potential threats effectively.
• Proactively drive all aspects of the sales cycle including prospecting, qualifying, presenting, organizing demos and POVs (proof of value), responding to RFPs, negotiating, and closing process.
• Actively contribute to account-based-marketing campaigns, events, external communications, and other go to market activities.
• Attend and assist with corporate and field marketing events.
• Regularly visit key existing partners/customers, actively involved in the recruitment of key new partners.
• Update management on status and performance through regular communication, forecasts, agendas, and reports.

Requirements: Skills, Experience, Education, Technical/Specialized Knowledge, Certifications, Language

• At least 5 years plus experience in Regional Sales, Key Account Management / Channel Sales in the IT security industry. Knowledge and experience with IAM devices and especially PKI, FIDO end user hardware product is a plus.
• Strong background in IT Security products and/or PKI/FIDO/MFA/SSO technology selling with experience working directly with strategic accounts.
• Experience in Territory identification and research, to formalize a go-to-market strategy, create, and maintain a business plan. 
• Experience in development of customer relationships at all levels and the implementation of account mappings and account plans. 
• Experience in managing an end-to-end sales process through engagement of appropriate internal resources such as Presales Engineers, Professional Services, Product Management
• Experience in working with multi-element revenue models which include both one time and recurring revenue streams, and which may include multiple products.
• Capable of closing complicated deals from discovering sales opportunities to contract completion.
• Able to up-sell strategic existing accounts as well as penetrating and closing strategic targets.
• Strong presentation skills at all levels, business development acumen, and virtual team building.
• Results oriented and effective in customer situations comprising senior level management.
• Native Romanian and fluent in English
• Educated to degree level with a business/ sales/ IT related qualification.
• Technical acumen and proficiency with various business productivity sales tools, such as Microsoft O365 and Salesforce.com
• Successful history of working with Resellers, VARs, System Integrators and GSIs

Preferred Qualifications

• Demonstrated success in achieving and exceeding sales targets, closing deals, and building strong customer relationships.
• Extensive knowledge of the Enterprise market in CEE & Israel, including key players, market dynamics, and regulatory landscape.
• Ability to speak to C level and navigate through all levels of an organization to close deals.
• Previous experience selling cloud-based security products.
• Working in high-paced sales environments.

Special Position Requirements

• Ability to travel domestically and internationally up to 50% of the time.

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.