TECHNICAL SALES DIRECTOR- VALUE PROPOOSITION
TOGETHER WE ENTERTAIN MORE THAN 750,000 PASSENGERS A DAY WHILE IN-FLIGHT
Thales InFlyt Experience products offer end-to-end solutions that support our customers before, during and after the flight. Thales supplies in-flight entertainment and connectivity experiences to more than 60 airlines around the globe and as a trusted airline partner is committed to building its position as an industry leader. We are proud that our InFlyt Experience systems are used by over 274 million passengers a year.
We are currently looking for a Technical Sales Director – FlytLive Connectivity to join the Thales Avionics, a subsidiary of Thales USA team in Irvine, CA.
The Technical Sales Director – FlytLive Connectivity is a senior technical leader with deep expertise in Antenna and Satellite systems. This role is responsible for establishing the credibility of our technical offering within Thales and more critically with our customers at the C-suite level. S/he acts as a focal point with Engineering and PLM for FlytLive Connectivity technical information relative to customer requirements, manages customer expectations, and drives viable solutions with the airline customers and OEMs. S/he simplifies complex business models & connectivity solutions/value prop for the customer; promote & support the product roadmaps/policies in an effective and interactive way with the customer.
This position represents FlytLive in high profile conferences, articulates our value proposition and positioning publicly and directs, develops & facilitates the issuance of technical proposals, white papers, financial analysis etc. describing and presenting the value proposition to customers in conjunction with regional sales partners etc.
•Responsible for the technical strategy on bids and the overall solution Value Proposition
•Responsible for the Sales Collateral of the Solution
•Define Solution positioning / competitiveness against competitors
•Lead the regional organization in identifying and mapping customer requirements against product policy; identifying actions and gaining organizational alignment towards better fulfilling customer requirements
•Support Thales value position and diffuse competitions value proposition in front of key customers
•Interact with Thales management and customer C-suite to credibly establish our technical capabilities
•Promote Thales’ positioning in high profile industry conferences and speak on behalf of Thales
•Be the expert on technical risks and disruption within the industry and provide input to PLM on disruptive technologies
•Understand customer technical requirements: availability, quality, performance etc.
•Act as key member & technical expert of sales campaign to ensure product policy’s adherence/alignment to key customer technical requirements
•Identify current and emerging gaps to Thales product policy with internal departments (PLM, Engineering etc.). Identifies viable solutions and helps drive actions to closure.
•On-Site support during sales campaigns – presents an articulate, thoughtful and thorough overview of technical solutions/value prop. and/or technical issues
•Align the organization to meet customer requirements/expectations and provide leadership to the engineering & PLM departments in order to drive profitable customer solutions
•Participates in internal meetings with all key stakeholder as the “voice of the customer” to ensure Thales is providing viable solutions to the customer
•Works with airline customers and/or OEM to identify, target & refine technical requirements
•Presents Thales solutions/value prop to airline and OEM customers – identifies and manages technical relationships; cultivates Thales’ solution and ensure it is marketed appropriately
•Proposes technical solutions and writes the technical answers and quotes for RFQ’s; seeks adjustments if needed to meet customer requirements/expectations
•Ensures that all sales and marketing collateral are technically current based on the current state of development & associated roadmaps
•Assists in the development of technical presentations to support customer sales meetings, tradeshows and conferences. Ensure they are understood by key customers at all times.
Skills and Experience:
•12 years sales and/or marketing experience; business development and/or Key Account Management
•A solid understanding of IFEC market & market dynamics & complexities: products, players, technologies and contacts in related markets.
•Experience in satellite communications
•Experience with leading business capture
•Ability to lead discussions and complex concepts from initial stage through concept to proposal
•Demonstrated track record of driving sales and delivering on growth objectives
•Thrives in fast-paced and constantly evolving business environment.
•Strong curiosity and passion for innovation
•Strong problem solving
•Ability to influence and align disparate functional teams
•Excellent communication & presentation skills
Are you ready to be part a part of something big? If your skills, experience and attitude are a match and you’re looking for an exciting challenge, please apply now using the link below and we will be in touch.
Thales champions inclusion and we believe diversity strengthens the fabric of our culture.
We are an Equal Opportunity Employer/AA/Minorities/Females/Veterans/Disabled.