Sales Manager

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 aerospace and space cybersecurity and digital identity were driven by a mission to build a future we can all trust.

JOB OBJECTIVE

ThalesCDIdelivers cutting edge cybersecurity solutions to regional clients with a strong focus on protecting critical infrastructure and mission critical environments. As part of our strategic growth to expand regional operations and leverage global expertise we are seeking a Cybersecurity Sales Manager to drive business development solution positioning and revenue growth across the IT and OT cybersecurity portfolio.

The successful candidate will be a commercially driven cybersecurity professional with a strong understanding of complex security technologies and the ability to translate technical capabilities into compelling value propositions. They will lead customer engagement across key sectors develop trusted relationships with senior stakeholders and work closely with engineering delivery and partner teams to shape end to end cybersecurity solutions aligned with customer needs regulatory requirements and international standards.

This role is expected to own the full sales lifecycle from opportunity identification and solution shaping through bid leadership and contract closure. It offers the opportunity to contribute directly to the protection of critical infrastructure support the modernisation of legacy environments and enable the delivery of resilient high assurance cybersecurity solutions in some of the most demanding operational contexts across the region.

ROLES & RESPONSIBILITIES

• Lead regional business development activities for cybersecurity services across IT and OT environments with a particular focus on critical infrastructure government and regulated industries

• Own and manage the full sales lifecycle including pipeline development opportunity qualification solution shaping bid management commercial negotiation and contract closure

• Maintain a healthy sales pipeline at minimum 3x coverage of quarterly revenue targets continuously prospecting and developing opportunities to ensure sustainable revenue growth

• Engage internal stakeholders from adjacent business units and business lines to generate opportunities

• Engage senior customer stakeholders (C-suite CIO CISO CTO and operational leadership) to understand business drivers risk profiles and regulatory obligations positioning Thales CDI cybersecurity offerings as trusted high assurance solutions

• Translate complex cybersecurity technologies and architectures into clear value-driven propositions that address customer risk resilience and compliance requirements

• Work closely with consulting engineering solution architects and delivery teams to develop technically sound compliant and commercially viable proposals aligned with customer needs and international standards (e.g. ISO/IEC 27001 NIST IEC 62443)

• Lead and coordinate responses to RFPs RFIs and tenders ensuring high-quality technical commercial and governance inputs that meet customer and regulatory expectations

• Apply rigorous opportunity qualification and stage-gating processes to ensure pipeline quality maintaining qualified forecast accuracy within 10% variance on a rolling quarterly basis

• Develop and maintain strategic account plans for key customers identifying upsell cross-sell and long-term partnership opportunities

• Establish and manage relationships with technology partners system integrators and internal stakeholders to strengthen go-to-market execution and solution differentiation

• Monitor market trends competitor activity and evolving cyber threats to inform sales strategy product positioning and customer engagement approaches

• Support contract handover and transition to delivery teams ensuring clear scope definition risk management and alignment between commercial commitments and delivery outcomes

• Contribute to regional growth strategy forecasting and reporting providing accurate pipeline visibility revenue projections and forecast updates to senior management with disciplined CRM hygiene and opportunity tracking

• Ensure all sales activities comply with internal governance export control security and ethical requirements applicable to high assurance and critical infrastructure environments

WORK EXPERIENCE REQUIREMENTS

• Minimum of 812 years of progressive experience in cybersecurity information security or technology solutions with at least 5 years in a sales business development or pre-sales leadership role

• Demonstrated track record of successfully selling complex cybersecurity solutions (products systems integration and/or managed services) into enterprise government defence or critical infrastructure sectors

• Proven experience managing the full enterprise sales lifecycle including opportunity qualification solution shaping bid/tender management commercial negotiation and contract closure

• Hands-on experience responding to RFPs RFIs and formal tenders particularly within highly regulated procurement environments

• Strong exposure to IT and OT cybersecurity domains including network security identity and access management endpoint security encryption security monitoring and industrial control system (ICS/SCADA) security

• Experience engaging with senior customer stakeholders (C-level and executive leadership) and influencing decision-making at both technical and business levels

• Demonstrated ability to work effectively with engineering solution architecture and delivery teams to develop compliant technically sound and commercially viable solutions

• Experience working with international standards and regulatory frameworks such as ISO/IEC 27001 NIST IEC 62443 and sector specific regulations applicable to critical infrastructure

• Proven experience managing strategic accounts building long-term customer relationships and driving account expansion through upsell and cross-sell initiatives

• Experience operating in matrixed multinational organisations with exposure to regional or global sales structures and collaboration across multiple geographies

• Prior experience with technology partners system integrators or alliance-led sales models is strongly preferred

• Strong communication and consulting skills with the ability to translate technical findings into actionable business insights

QUALIFICATION CERTIFICATION & EDUCATIONAL REQUIREMENTS

Education

• Bachelors degree in Information Security Computer Science Information Technology Engineering or a related technical discipline or equivalent practical experience

Professional Knowledge & Skills

• Strong foundational understanding of cybersecurity concepts architectures and risk management principles across enterprise IT environments

• Working knowledge of international cybersecurity standards and frameworks such as ISO/IEC 27001 NIST Cybersecurity Framework and related best practices

• Proven ability to communicate complex technical concepts clearly to non-technical and executive stakeholders

Governance & Compliance

• Awareness of local and international regulatory compliance governance requirements and industrial best practices applicable to critical infrastructure and regulated industries

• Ability to operate within high assurance security sensitive environments adhering to internal governance ethics and compliance obligations

Preferred

Advanced Education

• Postgraduate qualification such as a Masters degree in Cybersecurity Information Systems Engineering Management or Business Administration (MBA)

Cybersecurity Certifications

• Industry recognised cybersecurity certifications including:

  • CISSP (Certified Information Systems Security Professional)

  • CISM (Certified Information Security Manager)

  • CCSP (Certified Cloud Security Professional)

  • GIAC certifications (e.g. GSEC GICSP)

OT & Critical Infrastructure Security

• Certifications or formal training in industrial and OT security such as:

  • IEC 62443 cybersecurity certifications

  • GICSP (Global Industrial Cyber Security Professional)

Sales & Commercial Certifications

• Certification or formal training in enterprise or complex sales methodologies such as:

  • Miller Heiman / Strategic Selling

  • SPIN Selling

Vendor & Technology Exposure

• Vendor neutral or vendor aligned certifications in network security IAM encryption SOC or OT security platforms

• Experience or eligibility to obtain security clearance where required

• Demonstrated commitment to continuous professional development in cybersecurity and enterprise sales disciplines

At Thales were committed to fostering a workplace where respect trust collaboration and passion drive everything we do. Here youll 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.