Sales Manager Asia

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.

Context (challenges, specific issues):

• The position is based in Singapore with regional responsibility across Asia.
• Responsible for developing business in diverse Asian markets, each with different customer requirements, competitive environments, procurement practices and regulatory considerations.
• Requires effective navigation of the Business Line/DGDI matrix organisation, with the ability to influence and align stakeholders across organisations without direct hierarchical authority.
• Requires the ability to identify, shape and capture opportunities at an early stage and translate customer needs into viable business opportunities for Thales.
• Requires strong commercial judgement, customer relationship skills and the ability to manage complex, long-cycle opportunities involving multiple internal and external stakeholders.
• Requires the ability to operate effectively in a multi-cultural environment and to engage confidently with senior customers, government stakeholders, partners and industry leaders.

Missions and responsibilities:

Regional Sales Development

• Own and drive sales activities (with Sales Consultants) for opportunities across Asia, in alignment with Business Line strategy.
• Take ownership of key opportunities from early identification and qualification through capture, bid, negotiation and contract award.
• Develop and maintain clear opportunity/sales strategies & plans, capture plans, win themes, stakeholder maps and customer engagement strategies for strategic pursuits to achieve Order Intake and growth objectives.
• Apply left-shift principles to shape opportunities early and influence customer requirements, procurement strategies, solution definition and partner ecosystems.
• Build, maintain and continuously develop a strong and clear opportunities pipeline by identifying new customers, markets, opportunities and business models.
• Qualify and prioritise opportunities based on strategic value, probability of success, competitive position and required resources.
• Lead commercial engagement and negotiations within delegated authority and in accordance with Thales governance requirements.
• Contribute directly to the achievement of regional Order Intake, pipeline and business objectives.

Customer & Market Engagement

• Establish and maintain strong relationships with senior stakeholders across Air Navigation Service Providers (ANSPs), aviation authorities, airports, airlines, government agencies and other relevant aviation and industry organisations.
• Lead customer engagements, meetings and presentations for assigned opportunities and represent the AMS Business Line at an appropriate senior level.
• Develop a strong understanding of customer strategies, operational requirements, procurement priorities and decision-making processes, translating customer insight into actionable business opportunities.
• Work closely with Country Directors and Key Account Managers to ensure coordinated and effective customer engagement.
• Build and maintain a strong network across aviation, government, industry, suppliers, technology partners and academic institutions.
• Provide market intelligence and competitive insight to support regional strategy, opportunity positioning and Business Line decision-making.

Opportunity Capture, Bid & Negotiation

• Lead or co-lead capture activities for strategically important opportunities, coordinating Business Line, country and functional stakeholders.
• Develop and maintain capture plans, opportunity strategies, customer engagement plans and competitive positioning.
• Work closely with Bid Management, Engineering, Product Management, Finance, Legal, Contracts, Procurement and other stakeholders to develop compelling, competitive and commercially sound offers.
• Ensure appropriate governance, quality, commercial discipline and adherence to critical timelines throughout the opportunity lifecycle.
• Identify key risks, dependencies and resource requirements at an early stage and escalate appropriately to the Regional Sales Director and relevant Business Line management.
• Develop and manage strategic partnerships and local industrial relationships, in cooperation with DGDI Country organisations, to strengthen Thales' competitive position and probability of success.

Business Line / DGDI Matrix Collaboration

• Develop effective working relationships with the DGDI Country organisation to align Business Line opportunities with country strategies and priorities.
• Work closely with Country Directors and local teams to coordinate customer engagement, opportunity development, partnerships and market access.
• Ensure appropriate alignment of roles, responsibilities and priorities between the Business Line and DGDI Country organisations throughout the sales and capture lifecycle.
• Influence and mobilise stakeholders across the matrix to achieve common business objectives without relying on hierarchical authority.
• Facilitate effective sharing of customer insight, market intelligence, opportunity strategies and best practices across the relevant organisations.
• Identify opportunities for collaboration with other Thales Business Lines where this can strengthen customer value propositions and create additional business opportunities.

Pipeline, Forecasting & Commercial Performance

• Own the quality, accuracy and development of the assigned regional sales pipeline.
• Ensure opportunities are properly qualified, prioritised and regularly updated in accordance with Thales processes.
• Provide regular pipeline reviews, sales forecasts, opportunity assessments and business updates to the Regional Sales Director and relevant Business Line management.
• Monitor performance against Order Intake, pipeline and business objectives and proactively develop corrective actions where required.
• Ensure sales activities and opportunity development remain aligned with Business Line strategic priorities and relevant country business plans.
• Maintain appropriate commercial discipline throughout the sales process, including accurate forecasting, opportunity qualification and reporting.

Compliance, Ethics & Integrity

• Conduct all sales, business development, customer engagement and commercial activities in full accordance with Thales compliance policies, procedures, ethical standards, integrity principles and applicable laws and regulations.
• Ensure that commercial objectives are pursued within the compliance and ethical boundaries established by Thales, without compromising the company's integrity standards.
• Exercise sound judgement in identifying potential compliance, ethical or integrity risks and ensure that such matters are appropriately raised and escalated through the established Thales processes.
• Ensure that relationships with customers, partners, suppliers and other external stakeholders are managed in accordance with applicable Thales policies and governance requirements.
• Maintain a strong culture of integrity and responsible business conduct throughout all opportunity and customer activities.

Strategic Partnerships & Business Development

• Identify, assess and develop strategic partnerships, alliances and local industrial relationships that can strengthen Thales' market position and support business growth.
• Work with DGDI Country organisations and Business Line stakeholders to develop sustainable ecosystems around strategic opportunities.
• Identify new markets, adjacent opportunities and longer-term growth opportunities for Airspace Mobility Solutions in Asia.

• Develop relationships with key industry, government, technology and institutional stakeholders that can support future business development.

Marketing & Market Development

• Represent Airspace Mobility Solutions at selected industry, government and customer events across the region.
• Support and, where appropriate, lead customer workshops, seminars, demonstrations, presentations and other market-development activities.
• Provide market and customer insight to regional marketing and business development activities.
• Contribute to positioning Thales as a leading technology and business partner within the regional aviation ecosystem.

Requirement :

Required Education/Certificate:

• University Degree in Aeronautics, Electronics Engineering, Business or a related discipline.
• Additional qualifications in business, sales, strategy or a relevant technical discipline would be advantageous.

Working Experience:

• Typically 10+ years of relevant sales, business development, capture or commercial experience, preferably within the aviation, aerospace, defense or related high-technology sector.
• Proven experience in managing complex B2B and/or government opportunities involving long sales cycles and multiple stakeholders.
• Experience working with ANSPs, aviation authorities, airports, airlines, government agencies or other major aviation stakeholders is highly desirable.
• Strong knowledge of the Air Traffic Management / Airspace Mobility / Surveillance industry is highly preferred.
• Demonstrated track record of developing and converting significant business opportunities and delivering measurable commercial results.
• Experience working successfully within a matrix organisation and across multiple countries and cultures.
• Experience in strategic account development, opportunity capture, complex bid management and commercial negotiation.
• Proven ability to establish and maintain relationships with senior customer and government stakeholders.

Personnel Skills:

• Strong commercial acumen with a strategic business development mindset.
• Demonstrated ability to own opportunities, influence stakeholders and deliver measurable business results.
• Excellent communication, presentation, negotiation and relationship-management skills.
• Strong influencing and stakeholder-management capability, particularly within a matrix organisation.
• Ability to develop compelling opportunity strategies and competitive positioning.
• Strong analytical capability and commercial judgement, with the ability to assess opportunities, risks and priorities.
• Able to operate effectively at both strategic and operational levels.
• Proactive, entrepreneurial and results-oriented approach to business development.
• Strong collaboration skills and ability to mobilise diverse internal and external stakeholders towards common objectives.
• Comfortable operating in complex, ambiguous and rapidly changing environments.
• Strong cultural awareness and ability to work effectively across diverse Asian markets.
• Demonstrates high standards of personal integrity and sound judgement, with the ability to balance commercial objectives with Thales' compliance, ethical and integrity requirements.
• Strong commitment to Thales governance, compliance and responsible business practices.

Other:

• Willingness to travel extensively across Asia and, where required, internationally.
• Able to manage multiple strategic opportunities simultaneously and operate effectively under pressure.
• Ability to represent Thales professionally with senior customers, government stakeholders, partners and industry leaders.

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.