Thales

• Lead the technical sales cycle — Own discovery, RFP/RFI responses, solution design, product demos, and proof-of-value engagements from start to finish. • Communicate with impact — Translate complex technical concepts into clear, business-focused narratives tailored for both technical audiences and C-suite stakeholders. • Build lasting relationships — Develop trusted partnerships with engineering teams, IT leaders, and executive decision-makers across customer organizations. • Design tailored solutions — Architect customized approaches that directly address each customer's unique security and compliance challenges. • Collaborate cross-functionally — Partner closely with Product, Business Development, and Customer Success teams to ensure seamless solution delivery and an outstanding customer experience. • Stay ahead of the industry — Continuously monitor market trends, competitive landscape, and emerging technologies to keep Thales’s solutions positioned at the cutting edge.

• Conduct penetration testing across Windows, Linux, mobile (iOS/Android), web applications, and cloud environments • Identify, exploit, and clearly communicate security vulnerabilities and risks • Support accreditation and assurance activities on complex, high-security programmes • Advise on security controls and mitigation strategies aligned to customer needs • Contribute to governance frameworks, policies, and secure operating procedures • Produce high-quality technical reports and through-life security documentation • Act as a cybersecurity SME across projects, staying aligned with evolving regulations and standards • Collaborate with internal teams, customers, and external stakeholders at all levels • Support bid activities, including technical input and effort estimation

Role Description This position is for a Support Specialist. As a Support Specialist, they will play an integral part of our Global Support Team, working alongside their peers in Support, Engineering, and Sales Security Engineering (SE). The successful applicant will gain an understanding of the Imperva product line technology while working to ensure quality experience by Imperva customers when they interact with Product Support. This position provides an introduction in the Product Support position while offering the opportunity to grow within the Support organization. Essential Functions - Manage customer cases by ensuring the proper priority is assigned, customer information is accurate, and cases are assigned in order to meet the Imperva SLA. - Provide customers with timely updates and responses while completing their request. - Handle Tier 1 cases. - Collaborate with Product Support Engineers as needed. - Contribute to the Imperva knowledge base, writing guides, technical how-to articles, etc. Qualifications - 2 years’ experience in case handling and management. - B.S. in Engineering/Computer Science or equivalent experience in a technical field an advantage. - Knowledge of Networking Protocols TCP, IP, ISO layers 3, 4 and 7. - Understanding of HTTP, SSL, and databases is an advantage. - Must be customer-obsessed. - Good written and verbal customer-centric communication skills (English required). - Self-motivated and able to work independently while still contributing to the team’s success. - Multitasking capabilities a must. - Detail-oriented with the ability to track work progress. Preferred Qualifications - Prior experience in a technical support, customer support, or SaaS/security technology environment. - Familiarity with web application security, cloud services, networking, or infrastructure support concepts. - Experience using customer support or case management tools such as Salesforce, ServiceNow, Jira, or similar platforms. - Ability to troubleshoot technical issues, document findings clearly, and escalate appropriately when additional expertise is required. - Strong customer-facing communication skills with the ability to explain technical information clearly and professionally. - Demonstrated ability to collaborate across Support, Engineering, Sales Engineering, and other internal teams to support customer outcomes. Requirements - 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. Benefits - 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.

• Du kommer att svara på samtal, e-post och rådgiva lämpliga lösningar på kundproblem • Du kommer att hjälpa kunder att felsöka eller eskalera problem till utvecklingsteamet, i de fall det behövs • Du kommer att delta i driftsättning, felsökning och underhåll av utrustning hos kunder • Du kommer att hantera verktyg och inventarier • Du kommer att arbeta med både mjukvaru- och hårdvarukomponenter relaterade till olika lösningar • Du kommer regelbundet att resa till olika kundplatser inom Sverige, men främst i södra sverige

• Lead the creation of new product offerings that provide clear and compelling value to Enterprises deploying and operating Imperva products • Transform complex data into intuitive, actionable insights into the business • Engage with customers to drive early product adoption of cloud-based, SaaS offerings • Establish clear and measurable metrics and KPIs for tracking success • Collaborate with Engineering, Architecture, and threat research counterparts to deliver product offerings and roadmaps with velocity • Conduct deep-dive analysis of customer challenges and translate findings into product requirements

• Develop and implement a comprehensive sales strategy to (over)achieve yearly revenue targets and maximize market penetration in assigned territory. • Identify potential customers, create a robust pipeline, and convert leads into successful deals. • Work with marketing and (channel) partners to create new opportunities. • Establish and nurture long-term business relationships with key decision-makers and influencers. • Continuously monitor market trends, competitor activities, and regulatory changes to capitalize on opportunities and address potential threats effectively. • Proactively drives all aspects of the sales cycle including prospecting, qualifying, presenting, organizing demos and POVs (proof of value), responding to RFPs, negotiating, and closing process. • Actively contributes to account-based marketing campaigns, events, external communications, and other go to market activities. • Accurately forecast quarterly and monthly revenue streams. • Maintain a rigorous, detailed, and up-to-date records on leads and opportunities in SFDC. • Attend and assist with corporate and field marketing events. • Regularly visit key existing partners/customers, actively involved in the recruitment of key new partners.

• Define the roadmap and drive execution for the bot management solutions to ensure alignment with customer needs and the evolving market landscape. • Lead cross-functional collaboration with engineering, sales, and marketing teams to innovate and bring breakthrough cybersecurity solutions to market. • Engage with global customers to gather feedback, identify market opportunities, analyze competition, and anticipate emerging trends. • Design an intuitive reporting and configuration experience that simplifies complex security operations with actionable, data-driven insights. • Work closely with engineering teams to translate customer requirements into product architecture changes that support complex product initiatives. • Drive architectural decisions that balance detection accuracy, performance, scalability, and customer usability across the platform. • Own and execute the long-term platform strategy for bot management capabilities, ensuring unified efficacy and experience across multiple products and customer environments. • Coordinate priorities and dependencies across platform, detection, and infrastructure teams to successfully deliver complex, large-scale initiatives. • Understand the competitive landscape and monitor industry technology advancements and trends.

Role Description Le Campus de Gennevilliers est le cœur des activités de conception, de développement et de soutien des grands systèmes de défense : radiocommunications, réseaux et systèmes d’infrastructure résilients, communications par satellite, combat collaboratif et cybersécurité. Situé au nord de Paris, il est rapidement accessible en transports en commun. Le Centre de Compétences (CC) DIS (Direction de l’Ingénierie Système) du secteur Mobile NetWorks (MNW), conçoit et délivre des solutions de réseaux et systèmes d’infrastructure résilients pour nos clients du secteur de la défense. Au sein de ce CC, vous intégrez, en tant qu’EDM Offre, le Service Solution Engineering Delivery (SED), regroupant les responsables du delivery (EDM et eWPM) dont la mission principale consiste à piloter les activités de réalisation, de production et de soutien au sein des projets. Vos activités peuvent vous amener à vous déplacer régulièrement en Europe. En phase offre, l'Engineering Delivery Manager (EDM) est le représentant de l'ingénierie auprès du responsable offre (BM) ou du capture leader (CL). En totale coordination avec le Project Design Authority (PDA) vous êtes en charge de : - La coordination des activités d'analyse technique du besoin, d'élaboration de la solution et d'établissement de la matrice de conformité technique en prenant en compte les aspects service, production et ingénieries de spécialité. - De participer à la stratégie Make or Buy comprenant l’identification des partenaires industriels locaux et leur évaluation du point de vue ingénierie. - L'établissement des devis relatifs aux activités d'ingénierie système et sous-systèmes et de la consolidation globale des coûts d'ingénierie. - L’établissement de la stratégie préliminaire de développement et d'intégration, du planning prévisionnel de réalisation avec le plan de charge associé, et de l'identification des ressources requises (humaines et matérielles, quantitatif et qualitatif). - La coordination de la rédaction des livrables techniques attendus pour la réponse. - D'identifier les ressources techniques requises pour la phase de réponse à appel d'offre. - Du reporting de l’offre vers l’équipe de management du Centre de Compétences. Qualifications - De formation Ingénieur/ ou équivalent (niveau Bac+5). - Expérience significative dans le pilotage technique d'appels d'offre et de réalisation de systèmes et/ou d'équipements complexes multidisciplinaires (Ingénierie Système, hardware et software) dans un environnement international. - Connaissances concernant le segment sol des communications satellitaires, en réseau ou radio communications. - Intérêt pour le domaine militaire. - Expérience confirmée dans le domaine des télécoms / réseaux. - Connaissance du domaine spatial et appréciation d'être au contact de client externe. - Bon niveau d’anglais à l’oral et à l’écrit. La connaissance du polonais ou du néerlandais peut être un plus. - Reconnu pour votre dynamisme, votre capacité d’adaptation, votre rigueur et votre proactivité. - Capacité à adapter votre discours et votre reporting en fonction des participants. - Bon relationnel et capacité à animer une équipe avec le sens de l’engagement et du résultat. - Esprit de synthèse permettant d’impliquer les différentes parties prenantes. Requirements - Le poste pouvant nécessiter d'accéder à des informations relevant du secret de la défense nationale, la personne retenue fera l'objet d'une procédure d’habilitation, conformément aux dispositions des articles R.2311-1 et suivants du Code de la défense et de l’IGI 1300 SGDSN/PSE du 09 août 2021. Benefits - Un package de rémunération attractif. - Un développement des compétences en continu : parcours de formation, académies et communautés internes. - Un environnement inclusif, bienveillant et respectant l’équilibre des collaborateurs. - Un engagement sociétal et environnemental reconnu.

• Establish and maintain strong relationships with key customers, understanding their needs, goals, and challenges • Serve as the primary point of contact for customers, becoming customer’s trusted advisor and ensuring their satisfaction • Conduct Joint Success Plans, regular check-ins, and business reviews with customers to assess satisfaction and identify opportunities for improvement and growth • Develop and execute comprehensive customer success strategies to drive customer engagement, retention, and growth • Monitor and analyze key customer success metrics, such as customer satisfaction, retention rates, and product usage • Prepare and present regular reports on customer success performance and trends to senior management • Handle customer escalations with a sense of urgency and professionalism

• Manage day-to-day operations of the global customer advocacy program, including strategy, coordination and execution • Align with product business line leaders on overall customer story themes and focus areas • Partner with sales, customer success managers, and regional marketing to identify strong candidates for advocacy initiatives • Conduct customer interviews and collaborate with product marketing on translating customer stories into case studies, video, web, and social media assets • Ensure customer stories align with key messaging, cybersecurity solutions, and priority industry use cases. • Secure customer participation in key Thales initiatives including analyst reports, product audit interviews, SKO customer panels • Establish processes to track advocacy activity, measure impact, and grow participation (i.,e. reference database, SFDC tool etc.) • Create quarterly advocacy reports; share with sales, marketing, regional marketing, product marketing, and customer success leadership • Produce other customer-facing content: Nurture stream, ROI / business-impact reports and benchmarks