Job Description

Location: Tokyo, Japan

Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we’re driven by a mission to build a future we can all trust.

Present in Japan since 1970, Thales promotes technological innovation and is an active and recognised partner for the development of Japanese infrastructure. Our strategy focuses on strengthening local partnerships and collaborating with key Japanese industrial players to address global needs as we continuously establish a dynamic and skilled workforce.

Thales Software Monetization is seeking a dynamic and results-driven New Logo Regional Sales Manager (RSM) to join our expanding B2B Software Sales team. As a New Logo RSM, you will play a crucial role in acquiring new business and driving revenue growth by establishing and cultivating relationships with prospective clients within your assigned geographical territory. Your primary focus will be on selling our industry-leading software solutions to key decision-makers in various businesses. These accounts are typically medium to large, complex organizations where we are looking to penetrate the account by sales of Thales Software Monetization suite of products and services. Your role will include creating, developing and executing sales strategies for assigned territories as well as generating accurate and realistic sales forecasts

Essential Functions / Key Areas of Responsibility

Prospecting and Lead Generation:

• Identify and research potential clients within the target market.
• Generate new leads through various channels, including cold calling, email campaigns, and networking.
• Research, plan and attend industry leading trade shows to promote Thales SM thought leadership and generate leads
• Use your personal network to educate the market on Thales SM value and generate leads

Client Engagement:

• Conduct thorough needs analysis to understand the unique requirements and challenges of potential clients.
• Lead the business value analysis and case for change proposal development
• Present and demonstrate our Thales SM software solutions effectively to showcase their value proposition.

Relationship Building:

• Develop and maintain strong, long-lasting relationships with key decision-makers within the target market and client organizations.
• Act as a trusted advisor, understanding client goals and aligning our solutions to meet their business objectives.
• Facilitate feedback loop to Thales SM leadership and product management to enable customer led growth initiatives

Sales Negotiation and Closing:

• Create and deliver compelling sales proposals.
• Negotiate terms and close deals, ensuring a win-win outcome for both the client and the company.

Collaboration:

• Work closely with the sales engineering team, business value champions, product development, and marketing to ensure a cohesive approach in our sales process – from lead generation to delivering client solutions.

Requirements

• Strong preference for someone with a technology background having made the transition to a customer facing and sales function
• Minimum 3 years of B2B Software Sales Experience
• Familiarity with CRM software (e.g., Salesforce)
• Prior experience in SaaS, CRM, ERP or Billing technologies
• Experience in IT Backend orchestration or experience in order management preferred
• Experience in selling IT solutions and services desired
• Excellent communication and presentation skills
• Strong negotiation and closing abilities.
• Ability to work independently and as part of a collaborative team.
• Technology savvy individual with a conversational knowledge of SaaS, AI, Data Insights etc.
• Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that commercial goals are achieved.
• Bachelor's degree in Business, Marketing, or related field

At Thales, we’re committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you’ll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference – for a safer, greener, and more inclusive world.