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Principal Business Value Consultant

Job ID: R0112767 Location: London, England, United Kingdom
Regular Employment, Full time
Location: London, United Kingdom

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

Together we offer fantastic opportunities for committed employees to learn and develop their career with us. At Thales UK, we research, develop, and supply technology and services that impact the lives of millions of people each day to make life better, and keep us safer. We innovate across five major industries; Aerospace, Defence, Ground Transportation, Security and Space. Your health and well-being matters to us and that’s why we offer you the flexibility to do what’s important to you; whether that’s part time hours, job sharing, home working, or the ability to flex your start and finish times. Where possible, we support a working pattern that suits your lifestyle and helps you reach your ambitions.

Thales Principal Business Value Consultants are self-motivated, energetic individuals who proactively look at how to best support our customers. You will partner with the EMEA sales teams to maximize opportunities with new and existing customers. Earn their trust and be comfortable speaking at C-Level. You will lean on the Engineering and product teams to manage the technical aspect and primarily your role will be to interface with the customer to best understand their needs and how we can accommodate.

The crux of what we do is software protection. Therefore a background of understanding software protection products for both desktop and cloud would be preferable.

This role could be based in Germany if applicable.


  • Team with Thales sales reps and lead a consultative sales approach in key Thales Software & Services opportunities

  • Evangelize the Thales Software & Services solution and value

  • Deliver the Thales Software & Services pitch to C-levels with a high level of confidence

  • Lead customers through value quantification exercises and develop their business cases

  • Develop high-level conceptual solutions for Software & Services opportunities by taking a consultative approach to identifying business needs, pains and requirements

  • Have an understanding of all Thales Sentinel offerings and Professional Services

  • Develop budgetary Professional Services estimates for S&S opportunities

  • Ensure smooth transition from pre-sales to post-sale engagement

  • Co-develop 2-3 year software monetization success plan with major accounts

  • Ensure Professional Services has insight into major deal pipeline that has services elements

  • Contribute to the content of the Software & Services customer demo – requirements & enablement

Preferred Skills and Experience

  • B2B technology sales experience with a proven track record of success in meeting quotas and established metrics

  • Have worked with software supply chain solutions; ideally software monetization solutions

  • Motivated self-starter with high integrity

  • Excellent time management skills

  • Ability to work within a team environment

  • Must be willing to travel up to 30%

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.

At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now!

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London, United Kingdom

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