Location: Singapore, Singapore

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.

Reporting to: Asia MCS Solution Sales Vice President

Role Purpose

Drive profitable growth for Thales Mobile Connectivity Solutions by developing accounts, shaping customer needs, building business cases, negotiating terms, and closing opportunities across eSIM, Subscription Management, OTA, IoT Connectivity, and related digital services.

Key Responsibilities

Business Development & Revenue Growth

• Own sales targets and growth across assigned accounts and territories.
• Execute account plans for existing and new customers.
• Maintain a qualified pipeline and accurate forecast.
• Develop strategic opportunities across eSIM, OTA, IoT, digital, and managed services.

Customer Engagement & Solution Selling

• Understand customer goals, requirements, and transformation roadmaps.
• Position Thales value propositions against customer needs.
• Lead presentations, workshops, executive briefings, and solution discussions.
• Coordinate internal teams to turn complex requirements into winning proposals.

Opportunity & Bid Management

• Lead RFP, RFQ, and tender responses.
• Set competitive commercial and pricing strategies.
• Manage qualifications, risk, governance, and timely submissions.
• Drive opportunity reviews and closure.

Commercial & Contract Management

• Lead pricing, service level, commercial, and contract negotiations.
• Ensure deals meet revenue, margin, risk, compliance, and operational objectives.
• Coordinate with legal, finance, and operations to resolve deal requirements.

Customer Relationship Management

• Build trusted relationships across operational, technical, and executive levels.
• Drive satisfaction, retention, account growth, and regular business reviews.
• Support strategic customer escalations when needed.

Market & Competitive Intelligence

• Track market, regulatory, customer, and competitor developments.
• Translate insights into product input, new opportunities, and differentiated positioning.

Internal Leadership & Collaboration

• Collaborate across sales, presales, product, delivery, operations, legal and finance.
• Support regional planning, forecasting, and strategic initiatives.
• Share best practices and mentor junior colleagues as appropriate.

Key Performance Indicators (KPIs)

• Revenue and margin achievement
• Pipeline quality and forecast accuracy
• Customer acquisition and account growth
• Strategic opportunity win and conversion rates
• Customer satisfaction and retention

Experience & Qualifications

Required

• 7+ years in B2B technology or telecom solution sales/presales.
• Experience with mobile operators, MVNOs, IoT providers, or digital service providers.
• Strong consultative selling, negotiation, and contract management skills.
• Proven ability to manage complex, multi-stakeholder sales cycles.
• Excellent presentation and executive engagement skills.

Preferred

• Knowledge of eSIM, Subscription Management, IoT Connectivity, Digital Identity, or Security.
• APAC experience and strong relationships with major telecom operators.
• Understanding of telecom ecosystems, GSMA standards, and digital transformation.

Success Profile

The ideal Solution Sales Manager is:

• Commercially driven and customer-focused
• Technically credible and strong with executives
• Strategic, hands-on, and proactive
• Able to lead complex, multi-country opportunities and escalations

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.