Go-to-Market Marketing Manager, APJ (IAM)

Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we’re driven by a mission to build a future we can all trust.

Position summary

Own and drive go-to-market strategy and execution across APJ to deliver measurable pipeline growth and revenue impact.

This role operates as a commercial marketing partner to sales, shaping priorities, focusing on key accounts, and ensuring marketing is fully aligned to business objectives.

This is a senior individual contributor role requiring end-to-end accountability, strong cross-functional leadership, and the ability to translate strategy into measurable outcomes.

Key responsibilities

• GTM strategy & execution (APJ)
  • Define and drive go-to-market plans and execution aligned to APJ priorities and growth targets
  • Translate global campaigns into focused, account-driven programmes relevant to local markets
• Pipeline ownership
  • Own marketing contribution to pipeline (creation, acceleration, conversion)
  • Ensure strong funnel performance across focus accounts and markets
• Sales partnership
  • Act as a key partner to regional sales leadership and local account teams
  • Co-define target accounts, growth plays, and pipeline priorities
  • Provide clear recommendations to sales to maximise pipeline and revenue impact
• Strategic programme leadership
  • Lead and execute high-impact initiatives (events, executive engagements, partner-driven programmes)
  • Ensure all activities are tied to pipeline outcomes and business priorities
• Cross-functional orchestration
  • Connect product marketing, digital, BDRs, sales, customer and partner teams
  • Drive alignment and consistent execution across global and regional stakeholders
• Customer & partner growth
  • Support land-and-expand strategy across key APJ accounts
  • Identify opportunities for upsell, cross-sell, and partner-led growth
• Performance & insights
  • Track pipeline performance and programme ROI
  • Provide clear, actionable insights to optimise impact and investment

Success metrics

• Marketing-sourced and influenced pipeline
• Pipeline progression and conversion rates
• Coverage and engagement of priority accounts
• ROI and impact of key programmes
• Contribution to regional revenue outcomes

Profile / experience

• 5-8+ years in B2B marketing, ideally cybersecurity / SaaS
• Strong experience driving go-to-market strategy and execution in APJ
• Proven track record of delivering pipeline and business impact
• Experience working closely with regional and in-country sales teams
• Strong understanding of regional market dynamics and variations across APJ
• Comfortable balancing strategic planning with hands-on execution
• Commercial mindset with focus on outcomes (pipeline, revenue)

What we’re looking for

• Operates with full ownership and accountability
• Focuses on business impact, not activity
• Able to adapt global strategy to local APJ market realities
• Strong collaborator across regions and functions
• Pragmatic, hands-on, and outcome-driven

At Thales, we’re committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you’ll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference – for a safer, greener, and more inclusive world.