Sales PAY

Sales Manager

Polanco CDMX (Hybrid)

Position Summary

As Sales Manager you will own the full sales lifecyclefrom lead identification and qualification through proposal negotiation and deal closure. You will serve as the ambassador for Thaless modern card-issuance services in your territory consistently upholding our brand values and mission within the financial services sector

Main responsibilities:

DRIVING OPPORTUNITIES THROUGH SALES FUNNEL

• Pipeline Ownership: Identify manage and close new and expansion opportunities to meet or exceed your order-intake targets. (Your financial targets will be based on Order Intake value for the opportunities closed)

• Relationship Building: Cultivate and sustain strong long-term relationships with key decision-makersC-level and senior executives alikein your target segments.

CONSULTATIVE SELLING

Tailored Pitches: Develop customized proposals that address each prospects most pressing challenges by:

• Understanding how Thaless solutions alleviate customer pain points

• Grasping the digital-transformation and payment-infrastructure hurdles faced by local financial institutions

• Mastering regional payment-card trends from both issuer and end-user perspective

• Be able to map the account present and defend both the technical and commercial aspects of Thales unique selling points to all customer stakeholders (Digital Transformation Operations IT Business teams etc) including C-level executives

• Manage complete and complex sales-cycles with multiple stakeholders

• Define and build the commercial proposals consolidating the contributions from relevant teams(Pre-sales Architects Finance Legal etc)

• Lead deal closure and contract negotiation with customers until the execution of projects kick-off-meetings and official hand-over to the Expand team

Value Proposition: Articulate and defend Thaless technical and commercial differentiatorsacross Digital Transformation Operations IT and Business teamsto all stakeholders including C-suite.

Complex Cycles: Navigate multi-stakeholder end-to-end sales cycles and consolidate inputs from Pre-Sales Architecture Finance Legal and others.

Deal Closure: Lead negotiations through contract signature then coordinate project kick-off and hand-off to the Expansion team

Planning & Collaboration

Forecasting: Maintain visibility of your pipeline and revenue forecasts in CRM tools; review regularly with your manager.

Account Planning:

• New Clients: Develop present and execute comprehensive account plans with your manager and peers.

• Existing Clients: Partner with the Expansion team to identify and pursue up-sell and cross-sell opportunities.

Resource Alignment: Liaise closely with Pre-Sales and Expansion teams to secure the right resources for each opportunity.

Team Synergy: Forge a strong partnership with your Expansion counterpart to optimize lead generation and accelerate deal closures

Key Areas of Responsibility

• Consult selling and present Thales Product Portfolio to banking customers in Mexico and Central America.

• Responsible for account management including strategy formulation customer relationship management opportunity identification and deal closing.

• Implement a reliable 6 month rolling forecast in order to ensure delivery.

• Responsible for commercial operations such as pricing negotiation contract signing and collection.

• Manage existing customers to develop partnerships within retail and banking industries for the region.

• Liaise and coordinate with internal resources to meet customer expectations.

• Report market needs opportunities for solutions and services competition activity and recommendations on product definition.

• Minimum Qualifications

• At least six to ten years of experience as a Sales or Account Executive in the credit card payments and FinTech industries with the ability to manage and coordinate multiple internal and external stakeholders through complex sales processes.

• Deep knowledge and understanding of credit card payment and the card personalization industry in the market including country-specific payment scheme such as Carnet and new technologies as Click to Pay and Payment Passkeys.

• Have a proven consultative mindset in understanding customer needs and challenging them on solutions whilst always working towards sales closure

• Strong business understanding of SaaS solutions preferably cloud technology and agile delivery models and how they apply to the financial services industry in your market

• Awareness on Payment Cards and Personalization industry

• Ability to Create and maintain trusted and lasting relationships and influence key decision makers particularly at C-suite level in Financial Institutions

• Experience in carrying individual quotas for B2B sales at an enterprise level SaaS experience is key

• Be able to demonstrate strong growth in new business development driving net new logo acquisition amongst all tiers of financial institutions and FinTech clients

• Knowledge and experience of Financial Institutions/FinTech procurement practices and sales lifecycle processes typical for selling enterprise platforms into financial institutions.

• Have a proven track record of winning opportunities that contribute to long term commercial success and value for the company

• Degree in Business Marketing or Engineering or another relevant field of study; or equivalent work experience.

• Native-level proficiency in local language is a must.

• Business-level proficiency in English is required for internal communication.

• Ability to travel up to 25% of the time.

If youre excited about working with Thales but not meeting the requirements for this position we encourage you to join our Talent Community!

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 and Dental plans.

• Retirement Savings Plan with a company contribution and a match and without vesting period.

• Company paid holidays vacation days and paid sick leave.

• Company provided Life Insurance.

Why Join Us

Say HI and learn more about working at Thales click here.

#LI-Hybrid

#LI-MO1