Thales

• 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

Title: Client Executive Location: NSW - Sydney Australia Job Description: At Thales, we know technology has the ability to make our world more secure, sustainable, and inclusive and that its all driven by human intelligence. Because it takes human intelligence to build and power the systems and solutions that people depend on every day. So we stay curious and make space for diverse points of view. We share what we know and we challenge whats possible. From manufacturing and engineering to cybersecurity and space, were driving progress in some of the worlds most important industries and working together to build a future we can all trust. OUR BENEFITS In addition to interesting, engaging opportunities that impact at scale, and ongoing personal and professional development opportunities, Thales Cyber can offer you: - Competitive remuneration and commission structure - Hybrid and flexible working options under the Thales Flex program - Paid parental leave and family support through Parents at Work - The day off on your birthday each year - Novated Lease options - Ongoing personal and professional development opportunities - Sonder Wellbeing & Support Partner OUR TEAM Thales delivers cybersecurity products and services that keep people and assets safe, giving organisations confidence in the security of their digital journeys. Our solutions are deployed in 148 countries, helping governments to maintain sovereignty, and organisations to preserve their strategic autonomy. Thales is a global leader in cybersecurity - no.1 in data security - with 6,000+ experts and developers. We bring trust and resilience to key industries including finance, health, retail and manufacturing, as well as vital sectors such as aerospace, critical infrastructure, defence and space. YOU ROLE Working from our Barangaroo office in Sydney, on Gadigal land, you will take ownership of the Education and Health sectors driving multi-year client strategies. This role will see you: - Manage and grow a portfolio of clients understanding complex Cybersecurity programs which address sector-specific regulatory, operational, and risk challenges - Develop and execute strategic account and territory plans to achieve sales targets - Provide accurate forecasting, maintain CRM discipline, and manage procurement and legal processes. YOUR EXPERIENCE - Demonstrated success in the health and/or education sector with well developed client relationships - Having worked in a complex environment you are able to navigate barriers and push through to get results - Extensive knowledge of the Healthcare and/or Education sector with the ability to link business challenges with cybersecurity solutions - Proven ability to manage complex sales cycles and build executive relationships - Proficiency with CRM and forecasting tools; strong commercial acumen.

• Own the development, execution, measurement and optimization of the integrated demand generation strategy aimed at generating pipeline • Partner closely with the Global Director of Regional Marketing to translate the GTM strategy into measurable demand generation plans • Define target audiences by identifying ideal customer profiles (ICP), buyer personas, and target accounts that align with solutions and products • Create and deliver marketing programs and campaigns for priority accounts and key segments within the region and support sales teams with sales driven marketing activities • Partner with our product marketing team and third-party agencies to create and localize content and messaging and adapt different sales and marketing initiatives across the entire buyer journey • Identify programs or processes to support new logo acquisition, cross-sell and upsell • Develop and execute account-based marketing (ABM) and demand creation initiatives to support new logo acquisition, cross-sell, upsell, and customer expansion • Lead account intelligence gathering, demand creation, and sales enablement in agreed-upon accounts to support sales goals • Align with the sales and regional marketing managers to understand the market trends in the region and work with existing and customized programs that support our go-to-market strategy • Be the expert across all Demand-Gen program types, supporting acquisition, growth and retention across target accounts • Track program results, measuring program success, efficiency and effectiveness, and report metrics via SFDC and Power BI to present to regional sales and marketing teams • Research, recommend and implement marketing techniques and tactics based on changing business demands and recommend innovative and creative marketing approaches for revenue growth across multi-channel campaign activation

• Partner with regional sales leadership and global marketing leadership to define marketing priorities aligned with regional business objectives and growth targets. • Develop and own the regional marketing strategy to support business goals across the region. • Understand regional market dynamics, customer challenges, competitive landscape and buying behaviours to identify opportunities and risks. • Adapt and localize global strategy, messaging and programmes to regional market realities while maintaining alignment with global priorities. • Define and execute regional go-to-market plans for strategic initiatives, solutions and target markets. • Act as a strategic marketing partner to regional sales leadership and country teams. • Participate in business planning and account prioritization discussions. • Align marketing investments and activities with sales priorities and growth opportunities. • Support account expansion strategies and strategic opportunities across the region. • Build and execute integrated regional marketing plans across the full customer journey, from awareness through pipeline acceleration and customer expansion. • Define the right mix of programmes and channels to support regional objectives, including events, executive engagement, ABM initiatives, digital campaigns and customer advocacy programmes. • Own the strategy, planning and execution of events, including customer events, executive events, industry conferences and exhibitions across South Europe. • Ensure all activities are tied to business outcomes and commercial priorities. • Drive localization strategies for content, messaging, campaigns and customer engagement approaches. • Coordinate cross-functional teams across Demand Generation, Product Marketing, Digital Marketing, Marketing Operations, and Communications. • Ensure alignment between global initiatives and regional execution. • Share regional insights to influence global strategy, campaigns and messaging. • Own marketing contribution to regional pipeline creation, acceleration and conversion. • Measure programme effectiveness, ROI and business impact. • Provide regular insights and recommendations to optimize marketing investments and improve outcomes. • Use data and market intelligence to continuously refine regional strategy and execution. • Own the regional marketing budget and investment allocation. • Manage the annual regional marketing calendar and priorities. • Identify and manage external agencies, vendors and partners where appropriate. • Act as the primary point of contact for all marketing activities within the region.

• Responsible for managing an install base of existing customers focused on our Data Protection Suite of Products • Act proactively to detect and create opportunities, identify and acquire potential customers directly or with Value Added Reseller (VAR), Advisory Partners and ISV channels • Responsible for driving net new revenue within their territory/region of install base accounts and exceeding quota • Work collaboratively with your peers on the Southeast Team as well as your colleagues to facilitate a positive team environment

• Lead the strategic approach to account renewals, identifying growth opportunities within the existing customer base • Play a pivotal and proactive role in managing the Renewals team's pipeline, ensuring a smooth renewal process and optimizing customer experiences • Utilize your seasoned negotiation skills to engage with customers, particularly at the senior executive level, retaining their dedication to our services • Mentor junior team members, sharing your expertise and contributing to the overall success of the renewals team • Innovate processes and strategies • Coordinate and contribute to the development of critical revenue-retention strategies, collaborating with cross-functional teams to improve customer success • Serve as an ambassador of the brand, demonstrating leadership in crafting top-tier customer experiences

• Säkerställa externa kunders tillfredsställelse genom att hjälpa kunden i driften av Thales lösningar • Deltaga i driftsättning, felsökning och underhåll av utrustning hos kunder • Svara på samtal, e-post och rådgiva lämpliga lösningar på kundproblem • Hjälpa kunder att felsöka eller eskalera problem till utvecklingsteamet vid behov • Hantera verktyg och inventarier • Arbeta med både mjukvaru- och hårdvarukomponenterrelaterade till olika lösningar • Regelbundet resa till olika kundplatser inom Sverige