Sales Account Manager

This is a fully remote position, open to applicants in Maryland, +1 more state.

📋 Description

• Promote and sell Thales solutions while nurturing and enhancing strategic partnerships with the U.S. Department of Homeland Security.

• Broaden Thales' footprint in federal law enforcement, border security, public safety, and digital identity sectors.

• Oversee designated federal sales opportunities, encompassing qualification, solution positioning, offer development, negotiation, order fulfillment, and contract acquisition.

• Act as the primary sales liaison for assigned DHS and federal accounts.

• Advocate for biometric, digital identity, identity verification, credentialing, AI-enabled solutions, border security, and public safety offerings.

• Formulate and implement sales and account strategies that drive order intake, revenue growth, margin targets, account growth, competitive displacement, and customer acquisition.

• Collaborate with Finance, Solution Engineering, Product Management, Contracts, Legal, and other stakeholders to create financial and commercial proposals.

• Lead or assist in customer negotiations and obtain necessary internal approvals.

• Coordinate the transition of accepted proposals into orders, contracts, modifications, or recognized bookings.

• Ensure customer satisfaction while maintaining accurate CRM data and forecasts, and being accountable for sales performance metrics.

• Cultivate relationships with DHS decision-makers, acquisition officials, program leaders, CIO and CTO groups, systems integrators, and industry collaborators.

• Identify, qualify, and develop opportunities within critical federal government missions.

• Create opportunity and capture strategies that address requirements, competitive positioning, win themes, solution gaps, partnerships, pricing, and pursue strategies.

• Lead intricate, multi-million-dollar federal pursuits, coordinating cross-functional contributors, bid gates, opportunity assessments, and RFI/RFP submissions.

• Prepare pursuit documents including opportunity summaries, bid-gate materials, commercial strategies, executive summaries, proposals, and closing tactics.

• Track and report on customer needs, federal policies, funding priorities, acquisition strategies, technology trends, competitive actions, risks, and market prospects.

⛳️ Requirements

• Bachelor’s degree in Business, Engineering, Computer Science, or a related discipline.

• Minimum of 8 years of proven enterprise sales, account management, business development, or capture experience with U.S. Federal Government clients.

• Demonstrated success in selling mission-critical technology solutions, including biometrics, digital identity, AI-driven software, cybersecurity, border security, law enforcement, public safety, or identity management technologies.

• Experience in managing strategic federal accounts and achieving measurable sales growth.

• Proficient in developing financial and commercial offers, supporting pricing strategies, negotiating commercial terms, and closing sales.

• Established relationships within DHS, federal law enforcement agencies, federal systems integrators, and/or relevant strategic industry partners.

• Proven track record of winning complex, multi-million-dollar federal contracts.

• Strong understanding of federal procurement processes, acquisition strategies, contract vehicles, competitive capture planning, and the federal acquisition lifecycle.

• Experience in leading or coordinating responses to RFIs, RFPs, and other federal procurement initiatives.

• Ability to analyze customer requirements, competitive insights, financial factors, and sales data effectively.

• Excellent customer communication, presentation, value positioning, negotiation, and relationship management skills.

• Capacity to convey complex technical concepts, including AI, biometrics, digital identity, cloud platforms, and enterprise software.

• Proficient in utilizing CRM platforms for opportunity tracking, pipeline development, sales forecasting, and closing plans.

• Ability to work independently, manage competing priorities, and lead cross-functional sales and pursuit efforts.

• Willingness to travel up to 20% of the time.

• Legally authorized to work in the United States for any employer at the time of hire.

• Not eligible for visa sponsorship or for assuming sponsorship of an employment visa.

• Successfully complete a post-offer background check.

🏝️ Benefits

• Elective Health, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life with LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance.

• Retirement Savings Plan available after 30 days of employment with company contributions and matching, with no vesting period.

• Company-paid holidays and Paid Time Off.

• Company-provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program.