Regional Sales Director, Indonesia & Malaysia

Location: Singapore Suntec 2 Temasek Blv, Singapore

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.

In Singapore, Thales has been a trusted partner since 1973, originally focused on aerospace activities in the Asia-Pacific region. With 2,000 employees across three local sites, we deliver cutting-edge solutions across aerospace (including air traffic management), defence and security, and digital identity and cybersecurity sectors. Together, we’re shaping the future by enabling customers to make pivotal decisions that safeguard communities and power progress.

Job Summary

Thales is seeking a highly strategic and results-driven Regional Sales Director to lead our Cyber Security Products (CSP) business across Indonesia and Malaysia. This leadership role is designed for a veteran of the IT industry who possesses a powerful "hunter" and growth mindset, focused on aggressively expanding Thales’ market footprint. The ideal candidate will leverage a deep understanding of the IT channel ecosystem to drive revenue through strategic partnerships while directly engaging with high-value enterprise and public sector accounts. The Director will be a key driver of Thales’ mission to protect the digital assets of financial instituions, national and critical infrastructure, utilizing our market-leading portfolio of data protection, digital identity, and cybersecurity solutions.

Key Responsibilities

• Revenue Growth & Strategic Hunting:

  • Develop and execute a robust regional sales strategy to achieve and exceed aggressive revenue targets for Indonesia and Malaysia.

  • Act as a primary "hunter," identifying and securing new business opportunities within critical national infrastructure, financial services, and large enterprise sectors.

  • Manage the entire complex sales cycle, from strategic lead generation to the closure of high-value deals.

• Channel Ecosystem Excellence:

  • Build, lead, and optimize a high-performing channel strategy involving distributors and resellers across both countries.

  • Work hand in hand with Channel Managers to formalize and nurture relationships with Tier 1 and Tier 2 partners to ensure Thales’ solutions are prioritized within their portfolios.

  • Understand the nuances of the local channel landscape to drive scalable, indirect revenue growth.

• Strategic Business Development:

  • Proactively identify and develop long-term business opportunities by aligning Thales’ capabilities with the digital transformation goals of major regional players.

  • Navigate complex regulatory and procurement landscapes in Indonesia and Malaysia to position Thales as a trusted strategic partner.

• Collaboration & Leadership:

  • Work closely with cross-functional teams, including Sales Engineers, Marketing, and Legal, to deliver compelling, value-based solutions.

  • Oversee the response to complex RFPs and RFIs, ensuring high-quality submissions that highlight Thales’ unique value proposition.

• Market Intelligence & Reporting:

  • Provide accurate sales forecasting and maintain a robust pipeline using CRM tools like Salesforce.

  • Gather market intelligence to inform product development and competitive positioning.

Required Qualifications

• 15+ years of proven, successful experience in enterprise technology solution sales within reputable IT companies.

• 10+ years of dedicated Channel experience, with a demonstrated track record of managing and growing networks of distributors and resellers.

• Deep understanding of the Indonesia and Malaysia IT markets, including local business culture, procurement frameworks, and key industry players.

• Demonstrated track record of meeting or exceeding multi-million dollar sales quotas and closing complex, high-value deals in a competitive environment.

• Strong understanding of cybersecurity concepts, data protection regulations, and the challenges facing modern enterprises.

• Bachelor’s degree in Business, Technology, or a relevant field.

Desired Skills & Attributes

• Strategic Growth Mindset: A proactive, results-oriented professional with a passion for building new business from the ground up.

• Expert Negotiator: Strong ability to manage and overcome commercial and contractual obstacles to close deals.

• Channel Expertise: A mastery of how the channel ecosystem works, including incentive programs, partner enablement, and joint go-to-market strategies.

• Effective Communicator: Ability to articulate complex technical concepts to senior-level decision-makers (C-suite) and technical practitioners alike.

• Technical Familiarity: Experience with data encryption, database activity monitoring and Public Key Infrastructure (PKI) is highly preferred.

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.