Location: Tokyo, Japan

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, we're driven by a mission to build a future we can all trust.

Present in Japan since 1970, Thales promotes technological innovation and is an active and recognised partner for the development of Japanese infrastructure. Our strategy focuses on strengthening local partnerships and collaborating with key Japanese industrial players to address global needs as we continuously establish a dynamic and skilled workforce.

Reporting to the Regional Sales Director, the Territory Sales Manager (TSM) is responsible for managing a list of existing customers in a specific geographic region as well as developing net new business within that same region.  The TSM will manage an existing book of business, serve existing hardware key accounts and find growth opportunities with this set of customers to move to software offerings. The TSM will typically focus on selling into a variety of different size organizations and be tasked with creating, developing and executing sales strategies for new as well as assigned accounts.  The TSM will also be expected to deliver accurate and realistic sales forecasts.  The TSM is expected to deliver consistent revenue performance and growth - revenue responsibility usually ranges in the $2m - $5m range.

Essential Functions / Key Areas of Responsibility

• Provide accurate and timely forecasting information to sales management
• Be able to act as a 'trusted advisor' and develop knowledge beyond just Thales products and services
• Deliver on revenue based sales quota objectives to achieve revenue and growth targets for all named accounts
• Schedule regular Customer Business Reviews with all accounts engaging at multiple levels within the account
• Map Thales SM BU Product Management to their counterparts in named accounts
• Manage all aspects of the sales cycle including prospecting, development of the customer relationship at all  levels and the implementation of the account plans
• Works with the pre-sales team and engage them deeply within all named accounts

Minimum Requirements

• 7+ years of  sales experience in IT industries
• Experience in managing all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation/execution of the account plans
• Used to closing deals valued at 6 figures and above and comfortable dealing at a high senior/executive level
• Used to high activity levels and managing a busy schedule of meetings
• Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization
• Proficient in the use of and the Microsoft suite of collaboration tools
• Excellent negotiation and closing skills
• Excellent communications and presentation skills
• Strong marketing sense and vision
• Ability to thrive under pressure
• Capable of closing complicated deals and multi-year deals from discovering sales opportunities to contract completion
• Able to up-sell strategic / custom solution to a strategic account as well as penetrating and closing strategic targets 
• Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that commercial goals are achieved

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.

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