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Sales Strategy and Value Proposition Specialist

Company: Thales Group
Location: Irvine
Posted on: June 8, 2021

Job Description:

Location: Irvine, United States of America

Thales people architect solutions that enable two-thirds of planes to take off and land safely. We create in-flight entertainment systems that engross 50 million fliers every year and we develop the avionics that control the world's largest commercial aircrafts. Our simulators train the next generation of pilots for fighter jets, transporters and search and rescue helicopters. And, together, each and every member of our aerospace team makes a difference.

We are currently looking for a Sales Strategy and Value Proposition Specialist to join Thales in Irvine, CA. The Sales Strategy and Value Proposition Specialist will partner with sales and account management teams to provide leadership in developing the solution differentiators and the customer-specific sales strategy. This position will develop relationships both within customer accounts and internally within Thales in order to enable the most competitive and relevant solutions, and will lead internal discussions with stakeholders to reduce complexity and de-risk the Thales business model while creating commercial flexibility. The job holder will provide key working teams guidance to continue increasing Thales' competitiveness in the future, including financial, proposal and product guidance. This role will also spearhead the delivery of winning value propositions that meet internal cost targets, and will manage the internal team to define and create the winning story for all pursuits by articulating customer problem statements and success themes, and aligning the Thales sales approach with the customer's decision journey. The candidate will represent Thales in at various conferences, and will promote the key differentiators of the Thales IFE and connectivity solutions to airlines. This position will manage complex sales contract negotiations and will work with legal counsel as required in partnership with sales, finance and bids. This person may be required to indirectly or directly manage technical, financial, and other resources within the team to achieve a winning sales strategy.

Key Responsibilities:

  • Lead the creation and definition of a customer-centric value proposition covering the Thales organization, solution set, and individual products and services across the IFEC domain

  • Build relationships with customer accounts to Identify key customer and market problem statements and success themes

  • Lead the Thales team to highlight Thales' key differentiators at each level in addressing customer problem statements in relation to the competition

  • Manage the internal team (bid, PLM, finance) to create the winning story for all pursuits. Align Thales sales approach with the customer's decision journey.

  • Create urgency to act through dollarized value propositions, key differentiators and solution descriptions

  • Create differentiation and disable competition through pricing and overall positioning of Thales as a provider of end-to-end solutions and leading integrated products

  • Provide guidance to product policy, bid, and finance teams to align business models and product offering to market needs, in order to improve long-term commercial flexibility of the business

  • Create relationships with thought leaders across the industry. Lead internal thought leadership strategy, managing internal and external resources to address customer pain points through internal solutions and subject-matter expertise

  • Lead competitive and market intelligence analysis that will be used to drive strategic business decisions

  • Manage the creation of relevant and winning proposals based on customer pain points and win themes, key Thales differentiators and blind spots, and the competitive landscape

  • Manage consistency across proposal responses, whitepapers, pricing, value proposition and technical solution

  • Represent Thales with airline leadership to define the best technology and model for each airline

  • Maintain regular contact with a community of airline executives

  • Represent Thales at an level at high-visibility conferences and round tables, and speak on behalf of Thales as needed

Required Skills and Experience:

  • Bachelor's degree (B.A.) or equivalent; 8 or more years of related experience and/or training; or equivalent combination of education and experience.

  • Aviation experience with solid understanding of IFEC systems.

  • Experience with analyzing datasets

  • Experience with oral and written presentations

  • Experience IFEC marketplace; competitors, partners, OEMs & customer

  • Experience with sales techniques and consultative sales process

  • Experience with influencing Financial based business decisions

Preferred qualifications:

  • 8 or more years sales and/or marketing experience; business development, customer relationship management, and/or Key Account Management

  • A solid understanding of IFEC market & market dynamics & complexities: products, players, technologies and contacts in related markets.

  • Demonstrated track record of driving sales and delivering on growth objectives

  • Thrives in fast-paced and constantly evolving business environment.

  • Strong curiosity and passion for innovation

  • Strong problem solving skills

Are you ready to be part a part of something big? If your skills, experience and attitude are a match and you're looking for an exciting challenge, please apply now using the link below and we will be in touch.

Thales champions inclusion and we believe diversity strengthens the fabric of our culture. We are an Equal Opportunity Employer/AA/Minorities/Females/Veterans/Disabled.

Keywords: Thales Group, Irvine , Sales Strategy and Value Proposition Specialist, Other , Irvine, California

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