Sales Account Manager

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

📋 Description

• Market and sell Thales Identity & Biometrics Solutions (IBS) to the U.S. Department of Homeland Security and federal government clients.

• Cultivate and enhance strategic relationships with DHS while expanding Thales’ footprint in federal law enforcement, border security, public safety, and digital identity sectors.

• Oversee assigned federal sales opportunities from qualification to solution positioning, offer development, negotiation, order fulfillment, and contract finalization.

• Act as the main sales contact for designated DHS and federal accounts.

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

• Create and implement sales and account strategies that support order intake, revenue enhancement, margin goals, account growth, competitive displacement, and new client acquisition.

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

• Lead or assist in customer negotiations concerning pricing, scope, schedules, commercial terms, and change requests.

• Manage activities that transition accepted offers into orders, contracts, amendments, or recognized bookings.

• Ensure customer satisfaction while maintaining accurate CRM, pipeline, and forecasting records.

• Forge relationships with executive decision-makers, acquisition officials, program leaders, CIO and CTO organizations, federal systems integrators, and key industry partners.

• Identify, qualify, and shape related federal opportunities.

• Create opportunity and capture plans and spearhead complex, multi-million-dollar federal bids.

• Oversee bid gates, opportunity reviews, RFIs, RFPs, proposals, executive summaries, commercial strategies, and closing approaches.

• Track and communicate customer needs, federal policies, funding priorities, acquisition tactics, technological trends, competitive activities, risks, and market prospects.

⛳️ Requirements

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

• Minimum of 8 years of proven success in enterprise sales, account management, business development, or capture roles supporting U.S. Federal Government clients.

• Proven track record 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.

• Skilled in developing financial and commercial proposals, articulating customer value, supporting pricing strategies, negotiating commercial terms, and completing necessary activities to finalize sales.

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

• Demonstrated capability to identify, qualify, shape, manage, and secure complex, multi-million-dollar federal opportunities.

• Strong grasp 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 needs, competitive data, financial aspects, and sales metrics.

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

• Proficient in conveying complex technical concepts such as AI, biometrics, digital identity, cloud platforms, and enterprise software to technical, acquisition, and executive audiences.

• Familiarity with CRM platforms for managing opportunity progression, customer interactions, pipeline development, sales forecasting, and closing strategies.

• Proven ability to work independently, prioritize competing demands, and lead sales and pursuit efforts through cross-functional influence.

• 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.

• No visa sponsorship or assumption of sponsorship available.

• Successful completion of a post-offer background check is required.

🏝️ 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, including 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.