Major Account Manager

Major Account Manager

Thales is seeking a strategic, customer-obsessed, and growth-oriented Major Account Manager to join our Software Monetization B2B Software Sales Expand team.

In this role, you will focus exclusively on expanding relationships within our customer base, driving revenue growth by identifying new opportunities for cross-sell, upsell, and long-term partnership development.

You will own the renewal cycle, lead Customer Business Reviews, and develop and execute Key Account Plans that align our solutions to customer business outcomes. Your ability to build deep relationships, identify whitespace opportunities, and bring cross-functional teams together will be key to your success.

Key Areas of Responsibilities:

• Own and execute customer expansion strategies focused on driving product adoption, renewals, and additional solution sales (cross-sell/upsell) across Thales Software Monetization (SM) offerings.
• Develop deep understanding of account structure, organization, goals, and roadmap. Identify whitespace opportunities to increase Thales SM footprint across business units and stakeholders.
• Proactively manage the end-to-end renewal cycle, mitigating churn risk, demonstrating ROI, and aligning value to client business goals.
• Lead regular Customer Business Reviews with executive and operational stakeholders to reinforce value delivered, review roadmap alignment, and position new opportunities.
• Build and own Key Account Plans for top strategic customers. Leverage internal and external resources to drive strategic alignment, adoption milestones, and long-term growth.
• Strengthen and expand relationships with key decision-makers across functional and executive levels. Serve as a trusted advisor and voice of the customer internally.
• Partner closely with Customer Success, Sales Engineering, Professional Services, Product Management, and Marketing to ensure cohesive customer engagement and growth planning.

Minimum Qualifications:

• Bachelor's degree in Computer Science, Engineering, or related technical field.
• 8+ years of experience in B2B account management, renewals, or customer expansion roles, preferably in enterprise software or SaaS.
• Proven track record of growing revenue within existing accounts through renewals, upsell, and cross-sell.
• Strong executive presence with the ability to build and deepen C-level relationships.
• Comfortable managing complex customer lifecycles and navigating large enterprise organizations.
• Conversational knowledge of SaaS, licensing models, data insights, AI, or software monetization concepts.
• Proven success in enterprise sales to software or intelligent device vendors.

Special Position Requirements:

Travel: 1-2 times per month domestically; and once per year internationally.

If you're excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community!

Why Join Us?

Say HI and learn more about working at Thales. The reference Total Target Compensation (TTC) market range for this position, inclusive of annual base salary and the variable compensation target, is between Total Target Cash (TTC): 197,760.00 - 285,920.64 - 357,400.80 USD Annual.

This reflects how companies in a similar industry and geographic region generally pay for similar jobs. This range helps the Company make pay decisions as one data point among many. Where a position falls within this range is also dependent on other factors including – but not limited to – the employee's career path history, competencies, skills and performance, as well as the company's annual salary budget, the customer's program requirements, and the company's internal equity. Thales may offer additional benefits and other compensation, depending on circumstances not related to an applicant's status protected by local, state, or federal law.

Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following: Elective Health, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance; Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period; Company paid holidays and Paid Time Off; Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program.