About the role
AI summarisedThe Sales Manager for Cybersecurity Services at Thales will drive regional business development and revenue growth across IT and OT cybersecurity solutions, focusing on critical infrastructure, government, and regulated industries. This senior role owns the full sales lifecycle from opportunity identification to contract closure, requiring deep technical understanding of cybersecurity technologies and the ability to translate complex solutions into value-driven propositions for senior stakeholders. The position involves close collaboration with engineering, delivery, and partner teams to develop compliant, commercially viable solutions while adhering to international standards and internal governance requirements.
Aerospace & DefenseFull-timeGeneral
Key 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
Requirements
- Minimum of 8–12 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