Manager of Renewal Sales, APJ

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.

In Singapore, Thales has been a trusted partner since 1973, originally focused on aerospace activities in the Asia-Pacific region. With 2,000 employees across three local sites, we deliver cutting-edge solutions across aerospace (including air traffic management), defence and security, and digital identity and cybersecurity sectors. Together, we're shaping the future by enabling customers to make pivotal decisions that safeguard communities and power progress.

Position Summary:

The Renewal Sales Manager is responsible to lead a team of Renewal Sales Representatives for selling product support services as well as subscription-based products and for the achievement of the sales quota assigned by APJ Renewal AVP.

Main responsibilities:

• Lead a team of Renewal Sales Representatives for selling product support services as well as subscription-based products in APJ regions and for the achievement of the sales quota assigned

• Work with Inside Sales Support Representatives to oversee the order-to-cash process (Oracle) to meet the monthly/quarterly timeline and ensure contracts database is accurate and up to date

• Regular business & KPI's reviews with each individual team member based in Singapore and/or Hong Kong and/or India offices

• Coach and motivate the Renewal Sales Representatives to achieve individual monthly/quarterly/annual revenue target and quota

• Have the Renewal Sales Representatives selling to local partners, resellers and direct customers in different APJ countries among 5 regions (GCK, ANZ, ASEAN, Japan & India/SAARC)

• Provide accurate renewal revenue forecast to APAC Renewal AVP and Executives team in regional review meetings

• Participate in APJ Quarterly Business Reviews (QBR) and present quarterly performance and forecast to all Renewal team members as well as Corporate Executives based outside APJ

• Manage the sales cycle and the sales individual/team's performance using Salesforce.com

• Provide Renewals introduction and regular training to partners and customers

• Conduct sales meetings with partners, resellers and customers as the need arises

• Work closely with finance team on verification of renewal revenue report accuracy

• Integral part of worldwide support contract system and process integration initiatives as a result of any mergers or acquisitions

• Work with HR on recruitment and other team matters

Main Requirements:

• Degree in Business or equivalent

• Minimum 8 years or above Sales experiences representing a high technology product or service with proven experience of managing an Inside or Renewal Sales team

• Thorough understanding of a renewals sales business, including metrics for renewal retention and conversion rate

• Excellent organizational skills, with the ability to priorities tasks, manage changes and deliver results

• A track record of an engaging and motivating management experience, driving growth and team development and performance

• Pipeline management expertise and experience with Salesforce.com, knowledge in the use of Oracle & NetSuite is a plus

• Excellent oral and written communication skills in English (knowledge in Mandarin is a plus)

• Travelling is required, and be on call with different time-zones is required

• Managing the team conflicts and conflicts with Sales Reps and other functions is mandatory

• Ability to be realistic/aggressive in forecast and drive the team to deliver on that, is required

• Be visionary, facilitate change management and align on the disruptive (instead of maintaining the status-quo) side of the native

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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.