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Strategic Sales Director (Enterprise & Government)

Job ID: R0137238 Location: Tokyo, Japan
Regular Employment, Full time
Location: Tokyo, Japan

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.

Thales Japan has been present in Japan for more than 40 years and has been responsible for expanding our business as well as supporting the local users. Thales objectives are to be an active and recognised partner for the development of infrastructure in Japan and to cooperate with Japanese companies in the export market for defence, transportation, aerospace, space and security.


Skilled new business development sales director responsible for establishing, developing and implementing new business initiatives and account plans in the area of enterprises such as banking & Finance, retail, manufacturing, communication, and IT industry segment, for the purpose of developing opportunities that lead to sale of CPL’s Key management & Encryption portfolio.

It is expected that this individual has the understanding of

  • Business models and organization of any industries (Finance, Retail, Manufacturing, Information, Technologies and Communication, IT in general…..)
  • Commercial flow and operational model of enterprises
  • Cloud strategies (Multi-cloud, Hybrid-cloud, and on premise)in general
  • Both central and local government operation and projects is preferable
  • Vision from the banking and payment regulator for the evolution of banking and payments infrastructure in Japanxisting banking & payments IT systems (RTGS, NEFT, ATM, SWIFT, Payment Network etc.) within Japan is preferable
  • Cyber security and associated regulations in general is preferable

This individual is expected to use this understanding to build an approach plan to engage with the key stakeholders for the purpose of providing Encryption & Key Management solutions to improve the security of Japan’s banking and payments networks, and other industries as well as Governmental organizations

The individual is expected to deliver consistent pipeline generation performance by collaborating with the SEs for requisite positioning of CPL portfolio. The individual will be in an overlay role with the sales team.

Qualification Requirements:

Education:  Bachelor's degree required


  • Experience in direct engagement for IT solutions with end customers in Banking & Finance domain, focusing on new business development and new customer acquisition through day-to-day lobbying activities through communication with senior management of the new customers and key players in the industry
  • Relationship management with key industry players and stake holders at senior management level as a trusted partner.
  • Open doors and develop relationship with major target users from scratch by taking advantage of any relationship created
  • 10 years plus experience in system integrator, service provider, large reseller
  • At least 5 years plus of new business development experience related in an IT security, infrastructure, networking or application company Experience and knowledge in CPL product portfolio (Data Protection, Encryption, Key Management, OTP, PKI, Access control, Cloud, Single Sign On, other digital security etc.) is preferable
  • Experience with/ in working with major IT companies or cloud service providers (Microsoft, google, AWS, Dell/ EMC, NetApp, Purestorage, Nutanix, Teradata, hp, DXC etc. are preferable
  • Experience/ knowledge in working for Financial Service Institutions (banks, credit card issuers, securities, payment transaction processors, payment brands, etc.) is preferable


  • Strong direct sales skills in newly penetrating into new targeted customers (mid-large enterprise with more than 1K employees) and new partners aggressively
  • Relationship management skills with targeted customers at various communication paths and network (both at working level and management level, various department/ business unit)
  • Understanding of decision making process, operational model, overall business strategies, commercial flows etc. for the targeted customers or industries
  • Results oriented and effective in customer situations business acumen and virtual team building
  • Strong business planning skills and proven ability to execute and deliver on a defined plan
  • Strong communication/ presentation skills with the ability to engage with all levels (working level to senior management level) of a partner organization and external marketing event etc.
  • Capable of developing and presenting solutions strategies, meeting /exceeding customer requirements/expectations
  • Ability to manage business while achieving a high level of customer and partner satisfaction
  • Ability to thrive under pressure and  to perform job functions independently with limited supervision
  • Must demonstrate both personal integrity and the ability to exercise good judgment
  • Native Japanese language and business level English language capability

Essential Duties & Responsibilities include, but are not limited to the following:

  • Build executive level value proposition for new/ target customers & partners
  • Establish / Identify joint opportunities and document
  • Build a business plan & gain Executive commitment to move forward
  • Facilitate joint Executive sponsorship
  • Establish specific go to market plan
  • Keep management current on status and performance through regular communication, forecasts, agendas and reports
  • Perform strategic account reviews with the
  • Support to achieve annual team quota closely working with each sales representative
  • Support to develop mid-long term opportunity pipelines for entire sales team
  • Other duties/special projects as assigned

Supervisory Responsibility: Not for now, but possibly manage other sales persons as a team leader when business is expanding

Scope of Responsibility:

  • Establish business development plan focusing on new business development/ new customer acquisition
  • Gain up-to-date industry trend, needs, requirement, opportunities through various networking and sales activities
  • Build value proposition for each individual target new customers
  • Close and execute new projects by driving the local team, product manager, and any other internal resources includes management
  • Identify and establish executive sponsorship with customers
  • Identify jointly, with partner, customer target opportunities and technical assessment
  • Develop pipeline, manage accurate sales forecast and obtain orders
  • Exceed assigned quarterly sales quota


  • Individual will constantly be touching/recruiting individuals through the entire corporation to develop strategies to effectively penetrate targeted opportunities/accounts.
  • Deliver high-level executive briefings tocustomers.

This job description is not meant to be all inclusive and/or the job is subject to change.

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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About our location

Tokyo, Japan