Territory Sales Manager EMEA / UK&I – Software Monetization
Title: Territory Sales Manager EMEA/UK&I – Software Monetization
Base location: Remote UK.
Role Overview
We are seeking a dynamic and motivated sales professional responsible for driving the direct sales of our Sentinel portfolio and services to mid‑market customers across the EMEA region, with a focus on UK&I. This role demands achieving revenue targets, cultivating long‑term client relationships, and identifying new business opportunities through customer visits, events, and market analysis. You will collaborate closely with internal teams, applying a consultative sales methodology to deliver tailored value propositions to new and existing customers as well as to ensure customer satisfaction.
Leveraging your professionalism and experience in sales, you will play a crucial role in inspiring our clients about our innovative Sentinel solutions.
As a valued member of the sales team, you will contribute to our collective success and drive growth in the region.
Key Responsibilities
* Responsible for Direct Sales of our Sentinel portfolio and services to the enterprise‑market segment in the EMEA region within a group of assigned customers.
* Accountable for Sales Results in EMEA (focus on UK&I), including achieving agreed revenue targets, establishing, and maintaining effective professional relationships with customers and realizing new opportunities within assigned and new customers (mid‑market segment).
* Ensure Customer Satisfaction by providing effective service and customer care in the territory consistent with company standards.
* Define and acquire new clients and generate pipeline to help grow our business.
* Qualify incoming enquiries generated through a variety of sources (Direct Mail, Tradeshows, Events, Website Enquiries, Advertising, PR).
* Work virtual and in the field undertake customer visits and generate new business opportunities at trade shows, seminars, and other relevant events.
* Successfully negotiate the terms of an agreement and close sales in line with expectations.
* Perform Market Analysis and define key customers by participating in marketing activities, fairs, conferences, and executive briefings.
* Responsible for long‑term client/account management and account planning for defined clients (including Cross‑Sell/Up‑Sell).
* Collaborate closely with internal teams, orchestrating efforts across pre‑sales, product management, and professional services to drive customer success.
* Learn, implement, and adhere to our Diagnostic Sales Methodology.
* Develop compelling project benefits and value propositions tailored to meet the needs of customers.
* Create forecasts and measurable plans aimed at achieving your sales targets.
* Ensure accurate and thorough documentation of all activities in our CRM system, Salesforce, to maintain traceability and facilitate effective management of customer interactions.
Education
* Bachelor’s degree in business administration, IT‑related fields, or a comparable qualification.
Expected Skills / Experience
* A consultative mindset and the skill of comprehensive listening.
* A motivated and dynamic person, able to excite customers and willing to grow.
* At least 5 years’ experience in Sales of Software/IT Solutions in a B2B environment; a Sales Engineer / Consultant role is beneficial.
* Proficiency in understanding complex business processes and models of medium to large enterprises.
* An excellent communicator (both spoken and written) with a passion for technology and creating value through innovative solutions.
* A strategic thinker who can effectively apply skills to achieve goals related to quotas and KPIs.
* An independent yet team‑oriented person with a structured way of working.
* Experience with sales methodologies such as Value‑based Selling or Diagnostic Selling.
* Native language ability (English), professional fluency (written/spoken).
* Willingness to travel.
About you
You are a naturally curious individual with a strong customer‑centric mindset, always looking to understand and meet the needs of clients. Your exceptional communication skills enable you to engage and connect with people, demonstrating agility and adaptability in various situations. You thrive in both independent and team‑oriented environments, consistently showcasing a structured and organized approach to your work. You are motivated and dynamic, bringing enthusiasm to your interactions and inspiring others around you.
What We Can Offer
Thales provides an excellent opportunity to develop a dynamic career in a friendly, international team and environment where we value your contribution, believe in your potential, and are committed to your development. We support you with a clear career path that is underpinned by our policies of promotion from within, mobility, training and development programs. In line with our strategy of putting the needs of customers at the center of everything we do, and our commitment to innovation, we know it is our people who make it happen, and together we strive to exceed our customers’ expectations.
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.
Thales is an inclusive and barrier‑free employer. We 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.
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