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

Responsibilities:

• Account Planning: Develop and maintain an account plan for each assigned account, outlining the strategy to grow in revenue and market share and aligning it with both internal teams and customer stakeholders. The plan should broadly include:

• Identifying and defining strategic initiative in collaboration with the customer to generate growth beyond business as usual and to build a long-term partnership

• Gaining a deep understanding of the customer’s priorities, expectations, and long-term vision – and aligning Thales’ offerings to support their business goals.

• Monitoring competitor activity within the account and sharing relevant insights with internal stakeholders.

• Collaborating with Field Marketing to support execution of the plan, including identifying growth opportunities, defining “must-win” initiatives, shaping the engagement plan, co-creating value-based pricing strategies, and developing relevant segment proposition

• Lead commercial and contractual negotiations aligning with the objectives of the company and long-term relationship with the customer

• Orchestration & Stakeholder Alignment: coordinate with cross-functional teams to ensure alignment and execution of the account strategy by:

• Sharing timely and relevant information on the customer (e.g., strategy, organizational structure, needs, budget cycles), and serving as the voice of the customer internally.

• Orchestrating and managing the extended account team across various activities (e.g., RFPs, project execution, product and service portfolio alignment, customer experience, contract management) and supporting all actions required to close order intake.

• Providing regular and accurate forecasts of customer needs to ensure delivery readiness and internal alignment.

• Monitoring and reporting on customer satisfaction issues and contributing to the improvement of customer satisfaction scores.

• Customer Representation & Relationship Management: Serve as the key representative of Thales to the customer by:

• Maximizing customer satisfaction through proactive engagement and follow-through.

• Establishing trust and loyalty by driving joint actions and long-term collaboration with the customer

• Ensuring performance against revenue targets and growth objectives in the short and medium term by maintaining strong customer intimacy

• Leading and securing the execution of strategic initiatives as defined in the Account Plan

Requirements:

• Bachelor’s degree in Business, Finance or Scient & Technology with a minimum of 10-12+ years of relevant work experience or Master’s degree in field with 8+ years of relevant work experience

• 8+ years of work experience in account management or sales, preferably within the payments, fintech, or financial services industry

• Proven track record of managing enterprise accounts, with demonstrated success in driving account growth and improving client retention

• Strong understanding of payment cards, card networks, payment processors, gateways, and digital payment trends

• Familiarity with technology, regulatory and compliance requirements in the payment industry (eg., PCI-DSS, EMV etc)

• Strong relationship building and client management skills

• Proven experience in navigating complex commercial and legal negotiations

• Analytical and data-driven mindset with the ability to interpret metrics and identify business opportunities and execute against ambitious growth objectives

• Solid understanding of Software-as-a-Services (SaaS) business models and solutions.

• Ability to get into the details, identify areas of maximum impact to invest time and resources

• Comfortable with technical solutions and the ability to deep dive into discussion with technology teams

• Demonstrated ability to lead and close sales opportunities from discovery through validate, negotiation and deal closure, while effectively leveraging internal resources

• Highly autonomous wit a proactive and entrepreneurial mindset to drive business growth

• Proficiency in CRM platforms (e.g., Microsoft Dynamics) and tools such as Microsoft Office or equivalent

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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.