Sales Account Manager

Thales

. Sell Thales Identity & Biometrics Solutions (IBS) to U.S.

Posted 9/21/2026full-timeRemote • United StatesSeniorLead💰 $132,586 - $254,973 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in federal sales and account management, with a strong focus on developing and executing strategies for complex, multi-million-dollar opportunities. Proficient in negotiating commercial terms and managing relationships with key stakeholders in the U.S. federal government and law enforcement sectors.

Highest-signal resume keywords

Enterprise Sales ExperienceFederal Account ManagementBiometrics Solutions SalesRFI/RFP Response CoordinationFederal Procurement Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Growth StrategiesFinancial Offer DevelopmentNegotiation SkillsCustomer Value PositioningSales ForecastingOpportunity ManagementContract Award ProcessesMarket AnalysisCompetitive Capture PlanningTechnical Concept Communication

Soft Skills

Customer CommunicationRelationship ManagementPresentation SkillsCross-Functional LeadershipIndependent Operation

Tools & Technologies

CRM PlatformsCloud PlatformsAI-Enabled SoftwareEnterprise Software

Industry Keywords

U.S. Federal GovernmentDHSBorder SecurityPublic SafetyDigital IdentityIdentity ManagementCybersecurityLaw EnforcementAcquisition StrategiesFederal Acquisition Lifecycle

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Sell Thales Identity & Biometrics Solutions (IBS) to U.S. Department of Homeland Security and federal government customers
Protect and grow strategic DHS relationships and expand Thales’ presence across federal law enforcement, border security, public safety, and digital identity markets
Manage assigned federal sales opportunities through qualification, solution positioning, commercial offer development, negotiation, order completion, and contract award
Serve as the primary sales interface for assigned DHS and federal accounts
Promote biometric, digital identity, identity proofing, credentialing, AI-enabled, border security, and public safety solutions
Develop and execute sales and account plans supporting order intake, revenue growth, margin objectives, account expansion, competitive displacement, and new customer acquisition
Develop financial and commercial offers with Finance, Solution Engineering, Product Management, Contracts, Legal, and other stakeholders
Lead or support customer negotiations involving pricing, scope, schedules, commercial terms, and change requests
Coordinate activities converting accepted offers into orders, contracts, contract modifications, or recognized bookings
Maintain customer satisfaction and accurate CRM, pipeline, and forecast information
Build relationships with executive decision-makers, acquisition officials, program leaders, CIO and CTO organizations, federal systems integrators, and strategic industry partners
Identify, qualify, and shape adjacent federal opportunities
Develop opportunity and capture plans and lead complex, multi-million-dollar federal pursuits
Coordinate bid gates, opportunity reviews, RFIs, RFPs, proposals, executive summaries, commercial strategies, and closing plans
Monitor and communicate customer requirements, federal policy, funding priorities, acquisition strategies, technology trends, competitive activity, risks, and market opportunities

Requirements

What you’ll need

Bachelor’s degree in Business, Engineering, Computer Science, or a related field
At least 8 years of successful enterprise sales, account management, business development, or capture experience supporting U.S. Federal Government customers
Demonstrated success selling mission-critical technology solutions, such as biometrics, digital identity, AI-enabled software, cybersecurity, border security, law enforcement, public safety, or identity management technologies
Experience managing strategic federal accounts and delivering measurable sales growth
Experience developing financial and commercial offers, positioning customer value, supporting pricing decisions, negotiating commercial terms, and completing activities required to close sales
Established relationships within DHS, federal law enforcement agencies, federal systems integrators, and/or relevant strategic industry partners
Proven ability to identify, qualify, shape, manage, and win complex, multi-million-dollar federal opportunities
Strong understanding of federal procurement processes, acquisition strategies, contract vehicles, competitive capture planning, and the federal acquisition lifecycle
Experience leading or coordinating responses to RFIs, RFPs, and other federal procurement activities
Ability to analyze customer requirements, competitive information, financial considerations, and sales data
Strong customer communication, presentation, value-positioning, negotiation, and relationship-management skills
Ability to communicate complex technical concepts, including AI, biometrics, digital identity, cloud platforms, and enterprise software, to technical, acquisition, and executive audiences
Experience using CRM platforms to manage opportunity progression, customer activity, pipeline development, sales forecasting, and closing plans
Demonstrated ability to operate independently, manage competing priorities, and lead sales and pursuit activities through cross-functional influence
20% travel
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

Benefits

Comp & perks

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