Regional Sales Manager Expand

Position Summary:
 

Thales is a leading provider of innovative CIAM solutions. We are dedicated to delivering cutting-edge technology, seamless user experiences, and exceptional customer service to our clients. As we continue to expand our operations, we are seeking a highly motivated and results-driven Regional Sales Manager to join our dynamic team.
 

As the Regional Sales Manager Expand for CIAM, you will be responsible for driving revenue growth and expanding market share by our existing customer base in Europe. You will collaborate closely with the marketing, product, and professional service departments to ensure the successful reach your sales goals. Your focus will be on cultivating strong relationships with key stakeholders in the CIAM within our CIAM customer installed base to expand business by promoting our innovative solutions and increase our market presence in Europe.
 

Essential Functions / Key Areas of Responsibility:

• Develop a deep understanding of our customers’ challenges and business ambitions and how OneWelcome’s service portfolio helps them succeed
• Drive customer engagement and product adoption, solve minor issues quickly (escalate when required), and ensure we remain customers’ CIAM partner of choice
• Network with accounts and their trusted advisors from C-level down to ensure we successfully execute customer blueprints and contribute to their strategic goals
• Identify and develop opportunities to assist clients with additional OneWelcome services
• Manage the contract renewal cycle and minimize customer attrition
• Ensure Service Management Agreements and Operational Agreements & Procedures are in place, and manage service delivery, SLAs, developments, professional service engagements, and the overall service experience
   

In this impactful role, you are a bridge over (hopefully) untroubled water that links customers to OneWelcome. As a full member of the CIAM Expand Team, you’ll manage a variety of running accounts in Europe. Your portfolio is comprised of clients in different lifecycle stages and with diverging levels of buy-in. E.g., in terms of the number of OneWelcome products in use and the degree of end-user adoption. It's up to you to foster win-win relationships and ensure every stakeholder (your primary counterparts include CIOs, program managers, and digital leads) experiences exemplary service and feels heard and understood.

Your KPIs include retention, upselling, cross-selling, and customer satisfaction, so you’ll need excellent consultative sales skills. As well as the ability to rapidly develop a deep understanding of (y)our customers’ strategies/challenges, so you can map those to our propositions. While ‘the basics’ are all firmly covered – customer heatmaps are in place and most processes are well developed – we are still in the process of fine-tuning our smart contracting capabilities. Your take on that topic is much appreciated. Of note: while you partner with customers, the role is served with hard targets and uncapped bonuses.

Minimum Requirements:

• A BA/BS or, better yet, MSc and 5+years of key account / service management experience (SaaS, PaaS, IaaS); you know what makes local and international enterprises tick
• In-depth knowledge of cloud computing database, application and network technologies such as topologies, database concepts, multi-tenancy solutions, etc.
• C-level sure-footedness, exemplary communication and consultative sales skills, with the acumen to effectively mediate conflicts and foster honest dialogues
• You feel at ease leading and facilitating executive meetings and workshops
• In another life, you could have managed an air traffic control tower: you shine under pressure and effortlessly balance competing interests and priorities
• You thrive in a fluid environment, cherish autonomy, and always get the job done
• You’re fluent in English and Dutch and don’t mind travelling within Europe
• Familiarity with CIAM solutions and/or the security ecosystem would be an asset

Preferred Qualifications:

• Demonstrated success in achieving and exceeding sales targets, managing deals, and building strong customer relationships.
• Excellent communication, presentation, and negotiation skills, with the ability to articulate complex technical concepts in a clear and concise manner.
• Previous experience selling cloud-based security products.
• Working in high paced sales environments
• University Degree

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