Enterprise Account Manager

Enterprise Account Manager

Location: Noida, India

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.

Present in India since 1953, Thales is headquartered in Noida and has other operational offices and sites spread across Delhi, Gurugram, Bengaluru and Mumbai, among others. Over 2200 employees are working with Thales and its joint ventures in India. Since the beginning, Thales has been playing an essential role in India’s growth story by sharing its technologies and expertise in Defence, Aerospace and Cyber & Digital sectors. Thales has two engineering competence centres in India - one in Noida focused on Cyber & Digital business, while the one in Bengaluru focuses on hardware, software and systems engineering capabilities for both the civil and defence sectors, serving global needs. The Group has also established an MRO (Maintenance, Repair & Overhaul) facility in Gurugram to provide comprehensive avionics maintenance and repair services to Indian airlines and support the growth of the local aviation industry.

MISSIONS & RESPONSIBILITIES

Build the Account Plan in order to define the account strategy and align the plan with the customer and the internal stakeholders by:
-Understanding the customer's stakes, expectations and vision and how Thales offers can support the customer's business
-Monitoring the performance of Thales’ competitors with the customer
-Identifying and Defining Strategic Initiatives, in collaboration with the customer, to generate growth beyond business as usual and contributing to build and strengthen a customer relationship based on partnership
-Working closely with the Account Marketing for support on actions plans (growth opportunities, engagement plan, must-wins, market segment content)

Orchestrate and network with all internal and external stakeholders by:
-Sharing general interest information on the customer (i.e. Customer strategy and structure, customer needs, budgets) and represent the Customer internally
-Orchestrating, aligning and managing the account team (on subjects such as tendering, project execution, technology portfolio, customer satisfaction…) and supporting the sales teams in all actions required to close Order Intake
-Sharing the Account Plan and facilitating the execution of the related action plan with countries and GBUs involved. The Account Manager takes part in the enhancement and update of Group CRM data
-Informing the account team and account steering committee of customer satisfaction issues and supporting the development of customer satisfaction measuring in the account

Act as “One face to the customer” on behalf of Thales by:
-Maximizing customer satisfaction
-Setting actions together with the customer to develop trust and loyalty between both organizations
-Developing Group Order Intake in the short and medium term by managing Customer intimacy
-Driving and secururing strategic Initiatives as defined in the Account Plan

DECISIONS OWNED / KEY DELIVERABLES
-Engage all actions required to execute the Account plan
-Define Customer governance, as part of the Account Plan (“who meets who and when”)
-Deliver an aligned and reviewed Account Plan (at least twice a year)
-Perform the Opportunity presentations (“Gate 0: Early Opportunity Review”)
-Deliver Order Intake forecast

KEY INTERACTIONS
-The Account Team: BL Sales Manager, Project Teams, Capture teams, Service teams, Account Marketing Manager
-Local Head of Account management
-Heads of GBUs, GBU VP Sales, BL Sales director
-Account Executive Sponsor
-Segment Marketing
-Digital
-Communications
-Any other member of the Thales organization and leadership as required (Finance, Legal, Quality, Program, Bid…)

SKILLS & EXPERIENCE REQUIRED
-Extensive exposure to the customer industry
-Capable of driving results across virtual teams and able to represent Thales Group as a whole
-Entrepreneur mindset with a true sense of initiative, curiosity and autonomy
-Acts naturally as a team builder and is a good communicator
-Ability to convince, persuade and negotiate, both internally & externally

KPIs
-Group OI and GMOI for the Fiscal Year with yearly OI growth ≥ 3% for Key Accounts and ≥ 5% for Strategic Accounts (will account for 40% of variable income)
-3 year average Group OI and GMOI (will account for 20% of variable income)
-Customer satisfaction rating percentage increase (will account for 40% of variable income)

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.

Experience Level

Mid Level