Overview
Territory Sales Manager EMEA / UK&I – Software Monetization
Location: Remote UK. The role focuses on direct sales of the Sentinel portfolio and services to mid-market customers across the EMEA region, with emphasis on UK&I. You will drive revenue targets, cultivate long-term client relationships, and identify new business opportunities through customer visits, events, and market analysis.
Key Responsibilities
* Direct sales of the Sentinel portfolio and services to enterprise customers in the EMEA region (focus on UK&I).
* Achieve revenue targets and establish/maintain effective professional relationships with customers, while identifying opportunities within existing and new accounts (mid-market).
* Ensure customer satisfaction by delivering consistent service and care in line with company standards.
* Define and acquire new clients and generate pipeline to grow the business.
* Qualify inbound inquiries from multiple sources (Direct Mail, Tradeshows, Events, Website, Advertising, PR).
* Conduct customer visits and generate new opportunities at trade shows, seminars, and other events.
* Negotiate terms and close sales in line with expectations.
* Perform market analysis and identify key customers through marketing activities, fairs, conferences, and executive briefings.
* Long-term account management and account planning (including Cross Sell/Up-Sell).
* Collaborate with pre-sales, product management, and professional services to drive customer success.
* Learn and adhere to the Diagnostic Sales Methodology.
* Develop compelling project benefits and value propositions tailored to customer needs.
* Create forecasts and measurable plans to achieve sales targets.
* Maintain accurate documentation of all activities in CRM (Salesforce) for traceability and effective management of interactions.
Education
* Bachelor’s degree in business administration, IT-related fields, or a comparable qualification.
Expected Skills / Experience
* Consultative mindset with strong listening skills.
* Motivated, dynamic, and able to excite customers; willing to grow.
* At least 5 years’ experience in Software/IT Solutions sales in a B2B environment; history as Sales Engineer/Consultant is beneficial.
* Ability to understand complex business processes and enterprise models.
* University degree (Business Administration / IT related or similar) or comparable education.
* Excellent written and spoken communication with a passion for technology and value creation.
* Strategic thinker with ability to apply skills to quotas and KPIs.
* Independent yet team-oriented with a structured work approach.
* Experience with sales methodologies such as Value-based Selling or Diagnostic Selling.
* English (native or professional fluency); willingness to travel.
About You
You are curious, customer-centric, and capable of engaging with clients while adapting to various situations. You communicate effectively, work well independently and in teams, and bring enthusiasm and a structured approach to your work. You value collaboration and innovation and are excited about technology and contributing to a global organization.
What We Can Offer
Thales provides opportunities to develop your career in an international team, with a clear career path, mobility, training, and development programs. We emphasize customer-centricity, innovation, and exceeding expectations, and support flexible working patterns where possible.
Compliance and Recruitment Information
In line with Thales Baseline Security requirements, candidates may need to provide evidence of identity, eligibility to work in the UK, and employment/education history. Some roles may require Security Clearance. For more details on evidence requirements, refer to the DBS NSV Agency. Thales is committed to an inclusive and barrier-free recruitment process, providing reasonable adjustments as needed. To request adjustments or if you need the advert in an alternative format, contact Resourcing Ops (mid to senior roles) or the Early Careers Team (graduates/apprentices).
Great journeys start here – apply now!
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