Sales and Business Development Manager, Resilient Position Navigation

Thales develops aerospace, avionics, and defense technologies, including solutions that support aircraft operations and digital transformation. The Sales and Business Development Manager, Resilient Position Navigation, will drive revenue growth and market share across the U.S. defense market by identifying and securing opportunities, managing the sales pipeline, developing strategic accounts, and building executive-level customer relationships. The role also leads sales-cycle activities and collaborates with engineering, product management, program management, contracts, and executive leadership teams.

Responsibilities:

• Drive strategic business development initiatives by identifying, qualifying, and securing new opportunities within targeted accounts while expanding existing customer relationships to maximize revenue growth and market penetration; consistently achieve or exceed established revenue, growth, profitability, and customer acquisition targets through effective territory and account management
• Own and manage the entire sales pipeline, maintaining accurate forecasting, strong CRM data integrity, and disciplined opportunity management to ensure consistent progression from lead generation through contract award and implementation; monitor and report on sales performance metrics, pipeline health, customer activity, and forecast accuracy, providing regular updates to senior leadership
• Develop and maintain executive-level relationships across customer organizations, positioning yourself as a trusted advisor who understands business challenges, aligns solutions to customer objectives, and delivers long-term value; establish and cultivate strong relationships with key decision-makers, influencers, and procurement stakeholders to accelerate sales opportunities and increase win rates
• Lead all phases of the sales cycle, including prospecting, account planning, stakeholder engagement, solution development, proposal preparation, negotiations, and contract execution; negotiate commercial terms, pricing structures, and contractual agreements while protecting company interests and ensuring customer satisfaction
• Collaborate cross-functionally with technical, operations, marketing, and leadership teams to develop customer-focused strategies, competitive proposals, and successful go-to-market plans; prepare and deliver compelling presentations, business cases, and solution demonstrations tailored to customer requirements and organizational priorities
• Conduct market research and competitive analysis to identify emerging trends, customer needs, and strategic opportunities that support business growth objectives; represent the organization at industry events, conferences, trade shows, and networking functions to strengthen brand presence and generate new business opportunities

Requirements:

• Must be a US Person as defined in applicable law
• Must be a U.S. Person as defined in applicable law, or otherwise authorized or eligible for   authorization, to access to hardware, software, technology or technical data controlled under the International Traffic in Arms Regulations (ITAR) and/or the Export Administration Regulations (EAR)
• Bachelor's degree from an accredited university or college in Engineering/Economics/Business or related field
• 5(+) years of experience working in and/or with the US Department of Defense (either as uniformed military or senior DOD civilian) with a corresponding robust network of contacts in these communities, especially in the avionics domain
• 5+ years of work experience in Prime Contractors/Aerospace OEMs/DoD Sales interface role(s)
• 5(+) year Aerospace & Defense (A&D) industry experience in a matrixed organization; organizational scale and complexity: experience in an organization with significant scale and complexity
• Result-oriented, agile experience working in a strategically ambiguous environment
• capable of working in a large, highly matrixed corporate environment without full guidance
• cross-functional collaboration: has worked across organizational boundaries to drive outcomes
• Strong interpersonal skills and problem-solving ability
• positive demeanor to interact at all levels of influence both internal and external to Thales
• able to appropriately manage confidential and sensitive information
• Excellent communications skills both written and oral, including presentation skills
• strong demonstrable communication skills for conveying value proposition and using cases to customers and strategic partners
• business writing skills and verbal fluency
• Applicants must be legally authorized to work in the United States for any employer at the time of hire
• This position is not eligible for visa sponsorship or for assuming sponsorship of an employment visa now or in the future