Regional IoT Sales Manager

Location: Austin, United States of America Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billions of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

This is for a Remote role in Austin, Texas.
Position Summary

The Regional IoT Sales Manager will be responsible for developing, managing, and growing strategic customer relationships within an assigned U.S. territory. This role is responsible for driving revenue growth through new business  acquisition, opportunity management, account expansion, and customer retention.

The successful candidate will combine strong commercial acumen with a solid technical understanding of cellular connectivity, IoT solutions, digital identity, and security technologies. The role requires the ability to engage both business and technical stakeholders while driving revenue growth and long-term customer success. The individual must thrive in a fast-paced environment, work collaboratively across multiple functions, and effectively influence decision-makers at all levels within customer organizations and internally across Thales.

MISSIONS & RESPONSIBILITIES

• Drive revenue growth by promoting and selling the full portfolio of Thales Mobile Connectivity Solutions (MCS), including connectivity services, eSIM solutions, IoT platforms, and value-added services.

• Manage the complete sales cycle from opportunity qualification through proposal development, contract negotiation, closure, implementation support, and ongoing account growth.

• Develop and execute territory and account strategies to achieve sales targets and business objectives.

• Collaborate with Client Acquisition Specialists to convert qualified opportunities into contracted business and long-term customer relationships.

• Maintain a strong understanding of GSMA eSIM and IoT standards, including Consumer and IoT Remote SIM Provisioning frameworks (SGP.02, SGP.22, SGP.31/.32 and related standards).

• Build and maintain executive-level relationships within customer organizations and key industry stakeholders.

• Successfully negotiate commercial agreements and close business opportunities in line with company objectives.

• Lead cross-functional teams supporting assigned accounts, including solution architects, technical consultants, customer success, operations, product management, and delivery organizations.

• Maintain accurate opportunity pipelines, forecasts, and account plans.

• Establish account growth plans and monitor performance against revenue, profitability, and customer satisfaction objectives.

• Ensure customer satisfaction by proactively addressing customer needs, managing escalations, and coordinating appropriate internal resources.

• Gather customer and market insights and communicate business requirements, competitive intelligence, risks, and opportunities to internal stakeholders.

• Represent customer feedback to product management and business leadership teams to help influence roadmap priorities and business model evolution.

• Participate in industry forums, trade associations, and market events to increase market visibility and identify business opportunities.

• Support cash collection activities and commercial issue resolution when required.

Key Areas of Responsibility

• Develop trusted advisor relationships with executive and senior-level customer stakeholders.

• Drive achievement of assigned revenue targets through new business acquisition, account growth, and customer retention.

• Identify, qualify, and develop new business opportunities within assigned territory and target accounts.

• Create and execute short-term and long-term strategic account plans aligned with corporate objectives.

• Lead and coordinate cross-functional teams supporting assigned customer accounts.

• Maintain accurate sales forecasts, opportunity pipelines, and account performance metrics.

• Negotiate commercial agreements and contractual terms with customers.

• Manage customer escalations and coordinate resolution efforts across internal organizations.

• Track market trends, competitive activity, and emerging technologies within the cellular IoT and connectivity ecosystem.

• Act as the primary customer advocate within Thales for assigned accounts.

• Maintain active participation in industry organizations, standards bodies, and market development activities as appropriate.

Basic Qualifications
• Bachelor’s degree in field with a minimum of 8-12+ years of relevant work experience or Master’s degree in field with 6+ years of relevant work experience

• 8+ years of experience in telecom, IoT, connectivity, digital security, cloud, or related technology sales.

• Demonstrated success managing strategic customer relationships and achieving sales targets.

• Strong knowledge of cellular IoT solutions, connectivity services, eSIM technologies, mobile network ecosystems, and digital security solutions.

• Strong understanding of 4G, LTE-M, NB-IoT, 5G, and related IoT connectivity technologies.

• Proven ability to negotiate complex commercial agreements and influence executive-level decision makers.

• Experience managing complex sales opportunities involving multiple stakeholders and extended sales cycles.

• Excellent communication, presentation, negotiation, and relationship management skills.

• Strong business planning, forecasting, and account management capabilities.

Preferred Qualifications

• MBA or Master's Degree preferred.

• Experience working with Mobile Network Operators (MNOs), MVNOs, IoT service providers, device manufacturers, or large enterprise IoT customers.

• Familiarity with GSMA standards and the evolving eSIM ecosystem.

• Experience selling managed services, SaaS platforms, cloud-based solutions, connectivity services, or digital security offerings.

• Experience participating in industry associations, standards organizations, or market development initiatives.

Special Position Requirements

Travel: Approximately 30-50% domestic travel within the United States, with occasional international travel as required.

Why Join Us?

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This position will require successfully completing a post-offer background check. Qualified candidates with [a] criminal history will be considered and are not automatically disqualified, consistent with federal law, state law, and local ordinances.

Thales champions inclusion and we believe diversity strengthens the fabric of our culture. Thales is an Equal Opportunity Employer, including disability/veterans.

The reference Total Target Compensation (TTC) market range for this position, inclusive of annual base salary and the variable compensation target, is between

Total Target Cash (TTC) 140,935.08 - 272,000.00 USD Annual

This reflects how companies in a similar industry and geographic region generally pay for similar jobs. This range helps the Company make pay decisions as one data point among many. Where a position falls within this range is also dependent on other factors including – but not limited to – the employee’s career path history, competencies, skills and performance, as well as the company’s annual salary budget, the customer’s program requirements, and the company’s internal equity. Thales may offer additional benefits and other compensation, depending on circumstances not related to an applicant’s status protected by local, state, or federal law.

(For Internal candidate, if you need more information, please raise HR request through MyThales)

Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following:

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

•Retirement Savings Plan after 30 days of employment with a company contribution and a match, and 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