About this Sales Account Manager role at Thales
Remote- Virginia, Maryland or District of Columbia
Thales is hiring an experience Sales Account Manager for our Identity & Biometrics Solutions (IBS) business is responsible for selling Thales solutions, protecting and growing the company’s strategic relationship with the U.S. Department of Homeland Security (DHS), and expanding its presence across federal law enforcement, border security, public safety, and digital identity markets.
The position manages assigned federal sales opportunities through the full sales lifecycle—from qualification and solution positioning through financial and commercial offer development, negotiation, order completion, and contract award. The Federal Account Executive serves as a primary sales interface for assigned accounts and is accountable for pipeline development, forecast accuracy, order intake, account growth, and customer satisfaction.
The role also identifies and shapes opportunities across DHS components and adjacent agencies responsible for national security, secure identity, border management, and public safety. Working at the intersection of artificial intelligence, advanced biometrics, and digital identity, the Federal Account Executive connects customer mission requirements with Thales solutions that support secure travel, fraud prevention, border security, identity assurance, and public safety.
In partnership with Solution Engineering, Product Management, Marketing, Capture, Finance, Contracts, Legal, and Bid Management, the position develops customer-specific value propositions, financial and commercial offers, and competitive pursuit strategies that convert qualified opportunities into orders and support sustainable business growth.
Key Area of Responsibility
Sales Execution and Account Growth
- Own assigned federal sales opportunities throughout the sales lifecycle—from qualification and customer engagement through solution positioning, commercial offer development, negotiation, order completion, and contract award.
- Serve as a primary sales interface for assigned DHS and federal accounts, building trusted relationships and maintaining a strong understanding of customer missions, priorities, purchasing requirements, and decision-making processes.
- Promote and sell Thales’ portfolio of biometric, digital identity, identity proofing, credentialing, AI-enabled, border security, and public safety solutions, translating customer needs into differentiated operational, technical, and commercial value propositions.
- Develop and execute sales and account plans that support order intake, revenue growth, margin objectives, account expansion, competitive displacement, and new customer acquisition.
- Build and present financial and commercial offers in collaboration with Finance, Solution Engineering, Product Management, Contracts, Legal, and other stakeholders, including pricing and commercial terms that appropriately consider customer requirements, competition, delivery, risk, profitability, and delegated authority.
- Lead or support customer negotiations involving pricing, scope, schedules, commercial terms, and change requests; address customer questions and objections; adapt offers as appropriate; and secure the internal approvals needed to advance opportunities toward closure.
- Coordinate the commercial and administrative activities required to convert accepted offers into orders, contracts, contract modifications, or other recognized bookings, while maintaining accountability for opportunity status, customer commitments, internal actions, and closing plans.
- Maintain customer satisfaction throughout the sales process; ensure accurate CRM, pipeline, and forecast information; and track performance against applicable sales indicators, including order intake, pipeline growth, forecast accuracy, revenue, and margin.
Opportunity Development, Capture, and Market Engagement
- Protect and grow Thales’ strategic DHS portfolio by building 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 opportunities across federal law enforcement, border security, public safety, digital identity, and other mission-critical government markets.
- Apply customer intelligence, market analysis, and federal-industry knowledge to anticipate mission needs, influence requirements and acquisition strategies, and position Thales before solicitations are released.
- Develop opportunity and capture plans addressing customer requirements, competitive positioning, win themes, solution gaps, teaming, pricing considerations, decision criteria, and overall pursuit strategy.
- Lead complex, multi-million-dollar federal pursuits by coordinating cross-functional contributors, internal bid gates, opportunity reviews, and responses to RFIs, RFPs, and other federal procurement activities.
- Prepare and coordinate required pursuit deliverables, including opportunity summaries, bid-gate materials, commercial strategies, executive summaries, compliant proposals, and closing plans.
- Monitor and communicate relevant customer requirements, federal policy, funding priorities, acquisition strategies, technology trends, competitive activity, risks, and market opportunities to inform product roadmaps, innovation priorities, go-to-market plans, account strategies, and teaming approaches.
Minimum Requirements
- 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, including meaningful responsibility for progressing opportunities toward orders or contract awards.
- 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 through account expansion, opportunity conversion, competitive displacement, and new customer acquisition.
- Demonstrated experience developing financial and commercial offers, positioning customer value, supporting pricing decisions, negotiating commercial terms, and completing the 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 to support opportunity and commercial decisions.
- 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 rather than direct managerial authority.
- Travel 20%
Applicants must be legally authorized to work in the United States for any employer at the time of hire. This position is not eligible for visa sponsorship or for assuming sponsorship of an employment visa now or in the future.
If you’re excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community! https://careers.thalesgroup.com/global/en/jointalentcommunity. You can upload your CV and our recruiters can get in touch with any new opportunities that may be of interest to you.
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This position will require successfully completing a post-offer background check. Qualified candidates with criminal history will be considered and are not automatically disqualified, consistent with applicable federal law, state law (the California Fair Chance Act), and local ordinances (San Francisco Fair Chance Ordinance, City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, and Los Angeles County’s Fair Chance Ordinance for Employers).Thales champions inclusion and we believe diversity strengthens the fabric of our culture. Thales is an Equal Opportunity Employer, including disability/veterans.
If you need an accommodation or assistance in order to apply for a position with Thales, please contact us at [email protected].
The reference Total Target Compensation (TTC) market range for this position, inclusive of annual base salary and the variable compensation target, is between
Total Target Cash (TTC) 132,586.21 - 254,973.49 USD Annual
This reflects how companies in a similar industry and geographic region generally pay for similar jobs. This range helps the Company make pay decisions as one data point among many. Where a position falls within this range is also dependent on other factors including – but not limited to – the employee’s career path history, competencies, skills and performance, as well as the company’s annual salary budget, the customer’s program requirements, and the company’s internal equity. Thales may offer additional benefits and other compensation, depending on circumstances not related to an applicant’s status protected by local, state, or federal law.
(For Internal candidate, if you need more information, please raise HR request through MyThales)
Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following:
•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
