Overview
Territory Sales Manager EMEA / UK&I – Software Monetization
3 days ago Be among the first 25 applicants
Location: Remote UK, United Kingdom
Thales people architect identity management and data protection solutions at the heart of digital security. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and more. More than 30,000 organizations rely on us to verify identities, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure. We offer opportunities for committed employees to learn and develop their careers with us, with flexible working patterns where possible.
Title: Territory Sales Manager EMEA/UK&I – Software Monetization
Base location: Remote UK
Role Overview
We are seeking a dynamic sales professional responsible for driving direct sales of our Sentinel portfolio and services to mid-market customers across the EMEA region, focusing on UK&I. This role requires achieving revenue targets, cultivating long-term client relationships, and identifying new business opportunities through customer visits, events, and market analysis. You will collaborate with internal teams using a consultative sales methodology to deliver tailored value propositions to new and existing customers and ensure customer satisfaction.
You will inspire clients about our Sentinel solutions and contribute to the team’s success and regional growth.
Details
The position is part of the Thales Software Monetization division. Thales has more than 30 years of experience in software protection, delivery and license management with thousands of customers worldwide. The Sentinel portfolio helps customers license, deliver and protect their software across on-premises, cloud, or embedded devices. Sentinel is a leading brand in secure, flexible and future-proof software monetization solutions.
Key Responsibilities
* Direct sales of the Sentinel portfolio and services to the enterprise-market segment in the EMEA region, focusing on UK&I, within a defined set of customers.
* Accountable for sales results in EMEA (focus on UK&I), achieving revenue targets, maintaining professional relationships with customers, and realising opportunities within assigned and new customers (mid-market).
* Ensure customer satisfaction by providing effective service and support in the territory.
* Define and acquire new clients and generate pipeline to grow the business.
* Qualify incoming enquiries from various sources (Direct Mail, Tradeshows, Events, Website Enquiries, Advertising, PR).
* Work virtually and in the field; undertake customer visits and generate new opportunities at trade shows, seminars, and events.
* Negotiate terms and close sales aligned with expectations.
* Perform market analysis and identify key customers through marketing activities, fairs, conferences, and executive briefings.
* Responsible for long-term client/account management and account planning (including Cross-Sell/Up-Sell).
* Collaborate with internal teams across pre-sales, product management, and professional services to drive customer success.
* Learn, implement, and adhere to 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 and strong listening skills.
* Motivated and dynamic, able to excite customers and grow professionally.
* At least 5 years’ experience in Sales of Software/IT Solutions in a B2B environment; Sales Engineer/Consultant background is beneficial.
* Ability to understand complex business processes in mid-to-large enterprises.
* University degree in Business Administration / IT or similar, or comparable education.
* Excellent written and spoken communication with a passion for technology and value creation through innovative solutions.
* Strategic thinker with ability to achieve quotas and KPIs.
* Independent yet team-oriented with a structured work approach.
* Experience with sales methodologies such as Value-based Selling or Diagnostic Selling.
* Native English; professional fluency in spoken/written English.
* Willingness to travel.
About you
You are naturally curious with a customer-centric mindset, seeking to understand and meet client needs. You communicate effectively, adapt to various situations, and thrive both independently and in teams. You bring enthusiasm, value collaboration, and are motivated to contribute to a global organization with a passion for technology.
What We Can Offer
Thales provides opportunities to develop a dynamic career in an international team, with a clear career path, mobility, and development programs. We focus on customer needs and innovation, and our people drive success.
Does this sound like an opportunity for you? Apply today!
Note: In line with Baseline Security requirements, candidates may need to provide evidence of identity and eligibility to work in the UK. Some roles may require Security Clearance. Refer to the DBS NSV Agency for details.
Thales is committed to inclusive and barrier-free recruitment. We provide reasonable adjustments for neuro-diverse applicants or those with a disability or long-term condition. To request an adjustment or for questions about the recruitment process, contact Resourcing Ops or the Early Careers Team as appropriate.
Great journeys start here, apply now!
Location details and additional postings are provided for context only and do not form part of the core job description.
#J-18808-Ljbffr