Job Title: Channel Sales Manager System Integrator (SI), UK
Location: Remote UK
Summary
Acting as Thales’ primary regional point of contact for key System Integrator (SI) partners, this role requires a strong understanding of each partner’s strategy, organisational structure, and go-to-market priorities. You will be responsible for building and executing strategic partner plans, developing senior-level relationships, and identifying compelling joint value propositions that position Thales’ solutions as a core component of the partner’s customer offerings. You will need a “can do / will do” attitude to succeed.
The role is focused on driving sales across Thales’ Data and Application Security portfolios. This includes enabling partners to adopt Thales solutions for their own internal IT requirements, embedding Thales’ technology within partner-delivered services, supporting resale opportunities to end customers, and leading coordinated co-sell motions where the partner acts as a strategic influencer. Supporting this - you will deliver marketing campaigns to and through the partner to identify net new sales.
You will work closely with Global System Integrator (GSI) Account Directors and local country sales teams to ensure a coordinated and consistent engagement model between Thales and partner sales organisations across priority markets. The objective is to create alignment at all levels, drive pipeline growth, and accelerate deal closure through structured collaboration.
Individual performance will be measured by revenue growth, pipeline development, and overall business generated through assigned GSI/SI partners.
Qualification/ Skills/ Experience Requirements:
Proven track record in IT sales, including major account management, with experience driving revenue through System Integrator (SI) partners such as DXC, HPE, IBM, TCS, Wipro, Accenture, Fujitsu or similar.
Strong expertise in hardware and software security solutions, including portfolio-based and as-a-Service offerings, with the ability to position complex solutions through SI partners.
Demonstrated experience managing the full sales cycle—from opportunity identification to account planning, executive engagement, and contract closure.
Experience with multi-element revenue models, including one-time and recurring revenue streams, across multiple solution offerings.
Ability to close complex, high-value deals, navigating multiple stakeholders and extended sales cycles.
Strong interpersonal skills, with the ability to develop, maintain, and expand relationships at all levels of a partner organisation.
Comfortable leading both technical and business discussions with senior executives, internally and externally.
Collaborative team player, aligning with account managers and local sales teams to achieve commercial objectives.
Highly sales-driven, with a consistent record of closing large, strategic transactions through SI partners.
Excellent communication, presentation, and negotiation skills, with the ability to influence decision-makers and build alignment across internal and partner teams.
Fluency in English is essential; additional languages are a plus.
Resilient and able to perform effectively under pressure in dynamic, target-driven environments.
Essential Duties and Responsibilities: include, but are not limited, to, the following:
Develop a deep understanding of partner regional strategies, organisational structures, and decision-making processes to effectively position Thales’ solutions.
Continually grow your contact base across key teams within the SI partner inc Cloud, AI, Security and vertical teams such as Finance, Government and Insurance.
Build and execute joint business plans with partners, securing executive-level commitment to drive adoption and revenue growth.
Manage, develop, and expand partner relationships, including evaluating Thales’ Data and Application Security offerings, supporting solution testing or procurement when required and enabling partner teams to successfully position solutions to their customers.
Identify, qualify, and quantify all revenue opportunities through assigned partners, leading the sales effort in collaboration with the extended sales team (direct sales, channel sales, business development, sales engineers) to close deals successfully.
Contribute to global partner development plans, ensuring regional execution aligns with broader strategic objectives.
Define and implement structured marketing, enablement, and training activities with partners to maximise their capability and commercial success.
Provide timely and accurate information regarding customer engagements, proof-of-concepts, evaluations, proposals, pricing, and contract negotiations.
Engage Thales’ management and executives as required to support key partner initiatives and high-value deals.
Ensure disciplined account management, reporting, and documentation, including maintaining up-to-date account plans and opportunity tracking.
Undertake additional duties and special projects as assigned, supporting the growth and strategic objectives of the partner ecosystem.
Scope of Responsibility:
Establish SI Partners account penetration plans.
Develop and execute account penetration plans for assigned System Integrator (SI) partners, targeting revenue growth and strategic influence.
Create compelling, tailored value propositions for each assigned partner to drive adoption of Thales’ solutions and maximise partner-led revenue.
Identify and secure executive sponsorship within partner organisations to ensure alignment and commitment at senior levels.
Collaborate with partners to identify high-potential customer opportunities, conduct joint technical assessments, and prioritise targets for joint go-to-market execution.
Contracts:
Engage proactively with stakeholders across partner organisations to develop and execute strategies that effectively penetrate target opportunities and accounts.
Deliver high-level executive briefings and presentations to partners and customers, articulating Thales’ solutions, value propositions, and strategic alignment.
Applicants must have a valid work permit in the UK.
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In line with Thales' Baseline Security requirements, candidates will be asked to provide evidence of identity, eligibility to work in the UK and employment and/or education history for up to three years. Some vacancies may require full Security Clearance which can require further evidence to be provided. For further details of the evidence required to apply for Baseline and Security Clearance please refer to the Defence Business Services National Security Vetting (DBS NSV) Agency.
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