Head of Sales - CDS UK

Location: Reading, United Kingdom

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

Together we offer fantastic opportunities for committed employees to learn and develop their career with us. At Thales UK, we research, develop, and supply technology and services that impact the lives of millions of people each day to make life better, and keep us safer. We innovate across the major industries of Aerospace, Defence, Security and Space. Your health and well-being matters to us and that's why we offer you the flexibility to do what's important to you; whether that's part time hours, job sharing, home working, or the ability to flex your start and finish times. Where possible, we support a working pattern that suits your lifestyle and helps you reach your ambitions.

Job Title: Head of Sales - CDS UK

Base location: Any Thales site with frequent travel to other Thales sites and customer meeting.

Primary Purpose of the role:

• The Digital Identity and Security Global Business Unit of Thales works across every continent and provides world leading capability across multiple market sectors including government, critical national infrastructure and defence. Our world leading consulting, capability integration and managed security services demand strategic thinking, dynamic and ambitious sales professionals.
• This role sets out to develop the strategic relationships required to grow the Cyber Digital Solutions (CDS) business, capture new opportunities and meet our order intake targets. Understanding the market and customer needs to help develop and shape our service, consulting and integration offerings into successful projects and ultimately create a healthy pipeline of orders.
• Lead the Sales Team who are responsible for growing the business, by developing client relationships, cross-selling all the CDS Business Line and wider Digital Identity & Security Global Business Unit (DIS GBU) capabilities and creating value propositions for customers. Working with the Business Delivery Leads and the Operations and Resourcing Team to ensure high levels of customer satisfaction during delivery and to identify business development opportunities for the wider Thales business.

Key tasks and responsibilities:

The key tasks and responsibilities required from this role are:

• Setting the strategic business development objectives for the sector and agreeing them with VP CDS BL Sales and the MD CDS UK.
• Responsible for leading, developing and organising a team of individual sales contributors, Sales Managers, Capture Leaders, Business Development Managers and Sales Operations to achieve the strategic and operational objectives.
• Leads, appropriately delegates activities, coordinates and motivates the team for performance, efficiency and timeliness.
• Responsible for the day to day relationship and management of all the key stakeholders both externally and internally for the sector.
• Client Satisfaction measurement & improvement and ensuring client expectations are met and issues are resolved speedily and effectively.
• Developing the order intake pipeline in order to meet or exceed assigned OI growth target, whilst maintaining target levels of profitability (GMOI).
• Provide accurate and timely Order Intake Forecasts.
• Produce and manage campaign plans.
• Developing the Go to Market strategies.
• Preparation of Demo's, Presentations, Client day's, Roadshows etc.
• Preparation and delivery of winning bids.
• B&P forecasts.
• Business cases to support investment decisions.
• Drive new customer relationship management and develop and enhance long term relationships with senior level executives across the client business.
• Develop and enhance long term relationships with other key industry partners, as means to broaden the opportunity pipeline, through the development of partnering arrangements.
• Combine capabilities into consulting, product and managed service solutions to meet domain and specific client requirements - working closely with the Consulting Partners.
• Work with other parts of Thales (e.g. Key Account Managers & sales teams) to develop wider opportunities for Thales and to generate value for Thales as a whole.
• Work with Strategy and the Business Leads to undertake strategic business planning.

The job holder will need to understand the full range of consulting capability within Thales and draw this together to address clients' needs. They will be expected to maximise cross-sell across the entirety of the DIS GBU and to maximise the value of pull-through revenue from the rest of Thales.

Desirable Skills and Experience Required

Essential

• Proven people management & leadership skills
• Successful track record in delivering OI growth within a Managed Security Services and Consultancy led technology business.
• Working knowledge of cyber security market and relevant domain environments (Defence, Government , CNI and B2B)
• Ability to create and maintain trusted working relationships both internally and externally
• Business understanding and acumen
• Negotiation, communication & presentation skills

Desirable:

• Working experience with UK MoD, Central Government, Critical National Infrastructure providers and other critical production environments.
• Working experience in the B2B world that supports the above sectors
• Working experience with partners at hyperscaler level down to core technology providers
• Prior knowledge and understanding of managed security services market and wider cyber security market for professional services and product sales.
• Up-selling and cross-selling from within new and established accounts
  
  • Existing client relationships within the defence/government/CNI/B2B sector
  • Experience of consultative selling, strategic selling, engagement and bid methods e.g. Franklin Covey, Miller Heimann, Shipley etc.

This role will require SC Clearance. It would be advantageous if currently held, however, if not currently held, it is a requirement that the successful applicant will undergo, achieve, and maintain SC Clearance. Please visit the UKSV website for further guidance.

To be eligible for full SC, you generally need to have resided in the UK for the last 5 years. In some circumstances, a minimum of 3 years' residence in the UK over the last 5 years may be accepted, with additional overseas checks.

For further details of the evidence required to apply for Baseline and Security Clearance please refer to the National Security Vetting (NSV) Agency - United Kingdom Security Vetting - GOV.UK (www.gov.uk)

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In line with Thales' Baseline Security requirements, candidates will be asked to provide evidence of identity, eligibility to work in the UK and employment and/or education history for up to three years. Some vacancies may require full Security Clearance which can require further evidence to be provided. For further details of the evidence required to apply for Baseline and Security Clearance please refer to the Defence Business Services National Security Vetting (DBS NSV) Agency.

At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working.

Thales UK is committed to providing an inclusive and barrier-free recruitment process. We will provide reasonable adjustments and support to ensure neuro-diverse applicants or those with a disability or long-term condition can be their best during the recruitment process. To request an adjustment, if you need this job advert in an alternative format or if you have any questions about the recruitment process, please contact Resourcing Ops for mid to senior roles, or the Early Careers Team for graduate and apprentice roles.

Great journeys start here, apply now!

Location: Reading, GB

Posted Date: 11/21/2024