Senior Manager, Channel Sales

Job Opportunity

Location: Hong-Kong Kowloon, Hong Kong

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 Hong Kong, Thales has enjoyed a presence since 1997 and our local capabilities encompass solutions and services in areas such as air mobility management, citizen protection with identity management and biometrics, mobile connectivity solutions, payment services, software monetization and data security. Based on this comprehensive portfolio, we develop platforms that enable tighter integration between our solutions and other systems for operators of services and infrastructure that are vital to society.

Key Responsibilities:

• Develop and manage a robust and creative channel strategy for the Greater China & Korea region
• Develop and drive engagement through successful relationships with key channel partners at senior management level
• Lead the channel sales team in development of territory channel plans together with local sales team, with concrete action plans and regular cadence of reviews
• Partner with local channel sales teams to analyse partner coverage in region, identify gaps and support recruitment and enablement and drive channel led pipeline
• Set and drive channel best practice and facilitate its deployment across Greater China & Korea, remaining sensitive to local specifics
• Drive strategies to reduce friction in the Greater China & Korea sales channel and increase the ease of doing business
• Enable the partner community to sell Thales solutions from the entire CSP portfolio, with a focus on incremental business and service delivery
• Plan and develop channel go-to-market strategies and execute on marketing initiatives to deliver on the strategy
• Establish, implement and evaluate channel metrics to measure performance – revenue and pipeline growth, incremental business, product mix, certified resources, etc.
• Play a key role in creating an executive level Thales value proposition for target partners as well as developing localised channel sales collateral
• Present the Greater China & Korea channel sales performance and business results through regular communication, such as quarterly business reviews, forecasts, agendas, and reports

About You:

• Experience of developing and presenting channel strategies across Greater China & Korea
• Proven strong cross functional leadership and excellent communication skills to drive consensus across groups both internally and within the Thales sales and partner organisations
• Strong business planning skills and proven ability to execute and deliver a defined plan
• Strong written and verbal communication skills with an ability to clearly and effectively articulate purpose
• Accustomed to delivering results in a fast-paced environment, to prioritise effectively, think big picture, and use good judgment in resolving difficult issues
• Extensive Channel Management experience with a proven track record of success in leading successful channel sales team in Greater China & Korea
• Passion, commitment and drive for success; experience working across matrix managed teams and organisations
• 10 years minimum experience in channel sales and channel development, in a security, networking or infrastructure company
• Ability to engage with all levels of a partner organisation and form strategic partnerships and growing the incremental business from the channels in the region
• Results oriented and effective in customer situations comprising senior level management
• Must demonstrate both personal integrity and the ability to exercise good judgment
• Ability to perform job functions independently with limited supervision

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.