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Business Development Director
2 months ago
Thales is seeking an experienced Business Development Director to join our Cloud Protection & Licensing (CPL) Global Alliances Team. As a key member of our team, you will be responsible for developing and implementing strategies to drive growth and revenue in the DSF, AppSec, and WAF market segments.
Key Responsibilities- Partnership Development: Explore, qualify, structure, negotiate, and execute partnership programs and agreements with Thales CPL partners.
- Market Analysis: Position and present plans to identify key focus areas that will allow Thales CPL to extract value from this vital new route to market.
- Business Case Development: Drive technical and commercial analysis and build business cases to support partnership initiatives that align with Thales priorities.
- Go-to-Market Planning: Map partner organizations, design go-to-market plans, and understand partner sales processes & routes to market to capitalize on the opportunity for Thales and the partner.
- Relationship Governance: Build out business plans and relationship governance models with partners including global and regional routes to market as part of our plans.
- Partner Engagement: Navigate partner organizations and persuade decision makers to have a preference for Thales in their go-to-market, sales, and other strategies.
- Subject Matter Expertise: Become a subject matter expert on the partnership and provide education, awareness, and assistance in closing opportunities to Thales field sales and field engineering organizations.
- Forecasting and Growth: Provide quarterly forecast information to sales as part of the partner business and develop strategies for annual growth for partner business.
- Education: University degree in Engineering or similar & an MBA is preferred or equivalent work experience.
- Experience: 5 to 7+ years of successful technical sales experience, with a high level of knowledge of the cybersecurity market.
- Market Understanding: Clear understanding of trends in the cybersecurity market and possess a key ability to identify areas of growth where Thales could invest time and resources to further expand into new markets.
- Security Technology: Fundamental understanding of the security technology and how those technologies are relevant to partner offerings.
- Cybersecurity Expertise: Direct experience, using cybersecurity technologies and an ability to identify areas of improvement that can be integrated into the product development lifecycle.
- Sales Cycle Improvement: Direct experience identifying friction points in the sales cycle of cybersecurity technologies and possess an ability to identify and recommend areas of improvement to better enable the positioning and sales of CPL offerings.
- Partner Collaboration: Experience collaborating with partner sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, and other sales enablement/GTM activities.
- Communication Skills: Articulate, with a proven ability to communicate effectively with colleagues, enterprise customers, and large multi-national partners.
- Comprehensive Benefits: Thales provides an extensive benefits program for all full-time employees working 24 or more hours per week and their eligible dependents, including the following:
- Retirement Savings Plans: Company paid Extended Health, Dental, HSA, Life, AD&D, Short-term Disability, Cancer Care Program, travel insurance, Employee Assistance Plan and Well-Being program.
- Retirement Savings Plans: Retirement Savings Plans (RRSP, DCPP, TFSA) with a company contribution and a match to a DCPP, with no vesting period.
- Time Off and Holidays: Company paid holidays, vacation days, and paid sick leave.
- Voluntary Benefits: Voluntary Life, AD&D, Critical Illness, Long-Term Disability.
- Employee Discounts: Employee Discounts on home, auto, and gym membership.
