Thales Defense & Security, Inc.

  • TeS Federal Channel Manager

    Location US
    Posted Date 2 months ago(2 months ago)
    Job ID
    Business Development/Proposal Mgmt/Marcom/Sales - All
    Experience (Years)
    Erin Cresswell
    Minimum Degree
    Not Required
  • Overview

    Thales Defense & Security, Inc. is a global company serving the defense, federal, and commercial markets with innovative solutions for the ground tactical, airborne and avionics, naval/maritime, and public safety and security domains. In addition to mission-critical communication systems, the company provides helmet-mounted displays and motion tracking technologies; SATCOM terminals; advanced sonar systems; air traffic management navigation, surveillance, and simulation; and data protection solutions. Furthermore, the company serves as a gateway for technology, leveraging Thales-wide solutions—such as combat management systems; naval, airborne, and ground ISR; and electronic warfare—to address U.S. requirements. 


    Our Thales eSecurity Federal office is looking for someone who is a high energy, creative, self-disciplined Federal Channel Manager to nurture and develop partnerships with both existing and new federal channel partners. Thales eSecurity Federal works 100% through channel partners and uses Carahsoft as our exclusive federal distributor. We want someone who plans, executes and measures their results but also who can improvise, adapt and overcome when obstacles or issues occur. The ideal candidate also desires to continually learn and improve and share ideas and help others on their team. This position reports to Area Vice President of TeS Federal Sales.


    Recruit, develop and manage an effective channel network to facilitate achievement of geography goals for indirect sales. As part of the channel team, you would be responsible for developing channel revenue, achieving profit and quota targets for the geography consistent with the Company plan. Represent the channel requirements from the geography. Adapt and implement the global channel and strategic alliance strategy within geography. To work in cooperation with the other geography channel management teams to implement consistent policies and programs as appropriate. Responsible for reporting on all aspects of the channel business, both within the geography and to senior management. Develops tactics to creatively address local market conditions. Evangelize global channel and geo alliance policies, value and practices throughout the geography.


    • Develop and implement plans to improve channel business/grow and maintain business within geo
    • Business management (forecasting, transaction support)
    • Marketing program management & development
    • Channel executive relations (partners & customers)
    • Identify, recruit, on-board and bring partners to be productive rapidly


    • U.S. Citizenship
    • Ability to obtain a US Secret Security Clearance
    • 5 years of demonstrated success in channel sales, channel development and channel management roles
    • Experience with both a solutions and vertical distribution channel model
    • Collaborative- can work in a matrixed organization
    • Working knowledge of smaller, leveraged organizations
    • Strategic thinker with ability to apply practical solutions
    • Applies sales discipline- is able to drive a set of sales activities toward a complex set of objectives
    • Understands opportunities and drives greater share of spend within strategic partner accounts
    • Self-starter- sets objectives that enable overachievement of operating plan
    • Mature, decisive leader; constantly looking to optimize opportunities
    • Actively engaged in the sales planning process with the channel partner
    • Excellent English communication skills – written and oral. 


    Thales Defense & Security, Inc. participates in the United States Department of Homeland Security's E-Verify program.


    Thales Defense & Security, Inc. is an Equal Opportunity /Minorities/ Females/ Vet/ Disabled Affirmative Action employer.


    We welcome and encourage diversity in our workforce.

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