Sales Director

Location: Tokyo, Japan

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 Japan since 1970, Thales promotes technological innovation and is an active and recognised partner for the development of Japanese infrastructure. Our strategy focuses on strengthening local partnerships and collaborating with key Japanese industrial players to address global needs as we continuously establish a dynamic and skilled workforce.

Thales and Payment Services (PAY) BL offers challenging assignments in a wide range of areas and encourage applications from candidates with all levels of experience, from recent graduates to experienced professionals. Applications from under-represented minorities and from female candidates are strongly encouraged as our organization supports diversity and gender equality in the workplace.

We are an Equal Opportunity/Inclusive organization committed to diversity in the workplace, with diversity and Inclusiveness being one of the PAY values.

We are building the best-in-class modern card issuing platform (D1) that supports our digital ambitions but are also modernizing our core physical card issuance business.

The mission of this critical role is to develop, maximize, and lead the PAY business in [Sub Region], while transforming this current business to become the leader in modern and responsible card issuance, and growing the revenue share of our digital platform business.

What the role has to offer:

• Delivering revenue targets
• Generating growth through acquisition of new business
• Managing a team of Sales (Account Managers, Customer Success Managers, Land Sales)
• Leading change and transformation both internally and externally
• Being a part of one of the key payment issuance market players that is leading the industry transformation.

The Sub Regional Manager for Banking and Payment Services is responsible for growing and developing the business in the [Sub Region] by selling responsible payment card products and associated services (card personalization, fulfillment services, and sustainability services), and our full suite of SaaS/Cloud based solutions (modern card issuing platform)

The role is leading the change and transformation of the products and services that Thales offer to its customers.

The job requires:

• to lead the Sales’ team, and to foster the collaboration between the different roles in the team (Account Managers, Customer Success Managers, Land Sales)
• to work closely with product lines, Field Marketing, delivery teams operations, and all supporting functions, in particular legal and finance controlling.
• to be the voice of the customers and the market towards the internal organization.
• to be able to define the business’ goals for the [Sub Region], and to communicate it to the team and to the other BPS stakeholders through a clear execution plan.
• to deploy new customer engagement methodologies in the team and contribute as a coach to consultative selling.
• to ensure with his/her team and other relevant teams that the customers receive the relevant value proposition.

It is expected that the Sub Regional Manager has strong [Sub Region] payment market knowledge, and is able to make strategic decisions on what to target, where to invest resources, and at the same time possesses the ability to be operational and get involved in closing business transactions.

Key deliverables of the role:

• Deliver revenue and ACV (annual contract value) targets.
• Define the short, medium, and long-term strategic direction of the region, ensuring both near term ability to execute and deliver on commitments and long-term adjustment to changing trends.
• Create collaboration and experience sharing within the sales’ team, and with the product line (product manager, business owner, regional business owner, Etc..)
• Contribute actively to building the plan for D1 opportunities.
• Ensure sufficient focus of him/herself and of the team on the D1 based solutions growth.
• Engage and create fruitful network at management level, and IT teams in customers, and with IT consultants, system integrators who are advising customers.
• Create awareness on Thales’s products and services through engagement with Payment networks, relevant industry events and social media
• Ensure team contribution and data quality to the pipe review, forecast review, project review, middle term budget, and Account/Country planning sessions’ processes.
• Identify the development areas for the teams in regards of payment ecosystem knowledge and plan relevant knowledge growth plan.

• Relevant Bachelor’s or Master’s degree – commercial or technical.
• At least 5 years of sales leadership experience.
• Knowledge of payment ecosystem, e.g. traditional banks, payment schemes, Fintechs and processors etc. is mandatory.
• Proven track record in leading the sales of complex services and/or SaaS/Cloud based offers into financial institutions.
• Exposure and selling to Fintechs is highly desirable.
• Significant experience/or the understanding of driving change and transformation both internally and with the customer around products and services
• Proven success in engaging senior executives at customers and working with senior management to deliver strategic objectives.
• Highly effective engagement with internal and external stakeholders
• Change agent and lead key change management initiatives for the business.
• Experience and proven success of negotiating and influencing in complex governance structures.
• Ability to work with an international team and community in a multidisciplinary and multi-cultural context – cross-cultural competence essential.
• Strong management skills in a complex environment and matrix organization.
• Familiarity and proficiency in coaching others.
• Fluency in English language combined with outstanding written and verbal communication skills; knowledge of other European languages highly desirable (French/Spanish)

The preferred candidate possesses exceptional leadership and communication skills. She/he is a motivating leader who operates at with integrity and at the highest ethical standards.

The Sub Regional Manager is comfortable leading individuals on optimal interaction with customers and partners and is directly involved with strategic accounts on an ongoing basis.

The Sub Regional Manager understands the channel ecosystems and how to interact with partners to create long term beneficial partnerships.

She/he is comfortable as a public spokesperson for BL in the media as well as other stakeholder groups.

She/he is goal driven, thrives in a high-performance culture, and takes pride in meeting/beating targets, reports with accuracy, and makes data driven decisions.

The Sub Regional Manager is responsible for achieving revenue and ACV quotas of his/her region.

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.