Digital Sales Manager

Location: Maynila, Philippines

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 billions 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. Thales has been present in the Philippines since 2002, and continues to support the country's big ambitions in the aerospace, defence and digital security sectors. As a committed partner to the country, Thales works closely with key Filipino partners in the areas of digital identity and security, air traffic management and defence, where its technologies and services supplied Digital Identity & Security business lie at the heart of modern life, from payment to enterprise security and the internet of things. Thales employs a workforce of close to 200 employees in the Philippines, across two facilities in Manila and Laguna.

Overview: The Sales Manager will be responsible for the entire sales lifecycle process with our customers, from lead identification, through qualification, offer, negotiation and opportunity closing.

You will also become the ambassador of our modern card issuance services in Philippines, consistently communicating Thales brand, values and mission in the financial industry.

Main responsibilities:

DRIVING OPPORTUNITIES THROUGH SALES FUNNEL

• As the owner of the sales pipeline, your responsibility is to identify, manage and close market opportunities on new, and potentially on existing accounts (up-sells) that will help you achieve or exceed your financial targets.
  • Your financial targets will be based on Order Intake value for the opportunities closed.
• Build and maintain strong long-term relationships with all key stakeholders, including C-level and senior executives in your target customer segments.

CONSULTATIVE SELLING

• In a consultative selling approach, we expect you to build a customized pitch that will target the most pressing needs of your prospect/client, will resonate with your audience and hence positively drive lead qualification and identification. You will achieve that by:
  • Learning how our offer solves customer pain points.
  • Understanding the issues faced by financial institutions in your market regarding their digital transformation and their payment infrastructure modernization.
  • Mastering major payment card market trends in your territory from both financial institutions and end-users perspectives.
  • Building a distinctive customer value proposition.
• Be able to map the account, present and defend both the technical and commercial aspects of Thales unique selling points to all customer stakeholders (Digital Transformation, Operations, IT, Business teams, etc) including C-level executives.
• Manage complete and complex sales-cycles with multiple stakeholders.
• Define and build the commercial proposals consolidating the contributions from relevant teams (Pre-sales, Architects, Finance, Legal, etc).
• Lead deal closure and contract negotiation with customers, until the execution of projects kick-off meetings and official hand-over to the Expand team or Account team.

PLAN AND SHARE

• Provide visibility of your opportunity pipeline and share short to mid-term revenue forecasts through the CRM tool, in dedicated sessions with your Sales Manager.
• For new customers, build, share and execute account plans (sharing through dedicated session with Managers and peers).
• For existing customers, build, share and execute in collaboration with the Account/Expand team a plan to perform up-sells for new products or services offers not yet under an existing contract.
• Establish and keep close contact with Pre-Sales and Account/Expand teams to ensure that your opportunities have the appropriate level of resources.
• Establish a close relationship with your Account/Expand peer, building a strong team with the objective to optimize leads detection and maximize opportunities closing.

Main Requirements:

• You should have 3-5 years experience minimum in a digital/solution sales or Account management position within the Financial Institutions and/or Digital bank/FinTech industry with the ability to coordinate multiple internal and external stakeholders in a complex sales process.
• Background in the payment processing/experience on payment processing segment, and/or digital payment transaction domain.
• Have a proven consultative mindset in understanding customer needs and challenging them on solutions, whilst always working towards sales closure.
• Strong business understanding of SaaS solutions, preferably cloud technology and agile delivery models and how they apply to the financial services industry in Philippines.
• An existing knowledge of the digital payment eco-system and stakeholders in Philippines is strongly preferred.
• Awareness on Payment Cards and Personalization industry.
• Ability to create and maintain trusted and lasting relationships and influence key decision makers, particularly at C-suite level in Financial Institutions.
• Experience in carrying individual quotas for B2B sales at an enterprise level, SaaS experience is key.
• Be able to demonstrate strong growth in new business development driving net new logo acquisition amongst all tiers of financial institutions and FinTech clients.
• Knowledge and experience of Financial Institutions/FinTech procurement practices and sales lifecycle processes, typical for selling enterprise platforms into financial institutions.
• Have a proven track record of winning opportunities that contribute to long term commercial success and value for the company.
• Degree in Business, Marketing or Engineering or another relevant field of study; or equivalent work experience.
• Ability to travel domestically up to 50% of the time.
• Proficiency in English.

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. Great journeys start here, apply now