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Key Account Manager (Security)

Job ID: R0140218 Location: Singapore, , Singapore
Regular Employment, Full time
Location: Singapore, Singapore

Thales people architect solutions at the heart of the defence-security continuum. Interoperable and secure information and telecommunications systems for defence, security, and civil operators, are based upon innovative use of radiocommunications, networks, and cybersecurity. We are ground breaking new digital technologies such as 4G mobile communications, cryptography, cloud computing and big data for use in physical protection systems, and critical information systems.

Thales established its presence in Singapore in 1973 to support the expansion of aerospace-related activities in the Asia-Pacific region. Throughout the last four decades, the company grew from strength to strength and is today involved in the primary businesses of Aerospace (including Air Traffic Management), Defence & Security, Ground Transportation and Digital Identity & Security. Thales today employs over 2,100 people in Singapore across all its business areas.

The Key Account Manager (KAM) is to understand the customer’s strategy and operations, and to articulate how Thales, as a group, can help the customer meet and exceed its goals. Thanks to a deep understanding and network with the customer, the KAM builds up and delivers profitable order intake for the Thales Group, in line with the account plan.

The Security KAM will cover the Ministry of Home Affairs, as well as its departments and agencies, e.g. HTX, Singapore Police Force, Singapore Civil Defence Force, Singapore Prison Service, Immigration & Checkpoints Authority, Internal Security Department, Home Team Academy etc.

Responsibilities:

Strategy:

  • Formulate a Strategic Plan for the Security Account, outlining the customer needs, organization/stakeholder map and competitor’s offerings in order to secure Thales’ position and growth in the Security Account.

Marketing:

  • Understand the customer’s mission, operational environment and priorities.
  • Broaden the customer’s understanding of Thales solutions in connection with their missions, and provide customer/market information and feedback to the relevant GBUs & BLs.
  • Generate a Marketing Plan aligned with the Key Account Plan (KAP), Country Strategic Plan (CSP) and coordinate corresponding actions
  • Define the best solution (product/system/service) to address customer’s needs and requirements and drive the marketing effort to promote these Thales solutions. In addition, the KAM shall build a strong Thales Brand with the Security Account stakeholders.
  • Co-leads, as Champion, with Architect in the Innovation Hub process (co-innovation sessions with customers) working with internal stakeholders and customers.

Stakeholder Management:

  • Actively engage the Security Account stakeholders to understand their capability development and acquisition plans, and prepare the BLs for submission of bids and proposals to place Thales in a strong position to win.
  • Identify key stakeholders in the Security Account including MHA, HTX and the Home Team agencies. Develop and maintain a close relationship with these stakeholders.
  • Actively engage the BL Key Stakeholders in promoting MHA and HTX as a key customer for their solutions.
  • Engage industry partners for collaboration to strengthen our value propositions.

Supporting Sales:

  • Develop the opportunity pipeline for the Security Account. Maintain regular engagement of the account stakeholders to align the sales pipeline priority and focus to deliver a high success rate of closure.
  • Establish and monitor order intake forecasts in support of the Sales Ops Team to ensure sales data are updated and consistent with the BLs.
  • Active participation in bid and proposal preparations. Supports the contract negotiation with customers to ensure successful closure. Continual support of successful bids in customer engagement and expectation management.
  • Contributes to Capture Plans and where applicable assume the role of Capture Leader.

Communications:

  • Advise the Communications team in the preparations of mission (exhibitions/customers events/conferences etc) and strategies in alignment with the marketing plan.
  • Support the country management in all communications with the Account stakeholders.

Requirements:

  • University degree (Engineering preferred)
  • At least 10 years of relevant experience working in the homeland security sector, with a good network in MHA and its agencies
  • Operational knowledge in the security domain is a plus
  • Strong “general manager” profile capable of driving results in the account internal organization and can represent Thales Group as a whole in the customer organization
  • Excellent inter-personal communication and persuasion skills is mandatory, in order to build good rapport and trust rapidly with internal stakeholders, customers and partners.
  • Results-oriented, customer-focused, analytical, good team spirit and people management skills, excellent communication & writing skills, with attention to detail
  • Entrepreneurial and capable of navigating complex and ambiguous situations

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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Singapore, Singapore