Location: Jakarta, Indonesia
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.
Thales has been present in the Republic of Indonesia for 45 years in the defence, aerospace and space domains, delivering a wide range of civil and defence solutions that highlight our strong commitment to working with the Indonesian government and local stakeholders. In recent years, our innovative solutions in air traffic management systems and telecom satellites have further strengthened our presence in the country alongside our digital portfolio of solutions such as biometrics, data protection and cybersecurity now serving the needs of diverse customers in civil sectors.
In the frame of its strong development in Indonesia, Thales is recruiting a Business developer in DEFENSE for Digital and Land markets. He will report to the Head of Defense who is belonging to PT THALES INDONESIA. In collaboration with the KAMs, this BD Defense Digital & Land will address the following markets:
- Digital, Thales is supporting the national Digital transformation plan of Indonesia to improve digital infrastructures and to identify and address specific cyber/cloud projects managed by MoD.
- Land Defense domains, Thales aims to strengthen its position in new markets such as systems for vehicles and soldiers (optronic, simulator, rockets, electronic warfare, mortar, etc.) with existing and new partners/customers
Missions & Responsibilities
GATHER DATA AND INSIGHT ON THE ACCOUNT TO:
- Understand the account's environment (their competition, their customers), relevant trends, the budget and procurement pipeline, the addressable market and the relative competitive positioning
- Understand the customer's strategy, priorities, pains and gains and how that can lead to additional growth opportunities for Thales
- Identify opportunities for additional recurring revenue, cross selling and upselling by mapping and leveraging Thales installed base
- Carry out stakeholder mapping to track organizational and personnel changes, as well as to understand Thales position within the account or new stakeholders to be targeted in support of Thales growth ambition
DEFINE AND EXECUTE ENGAGEMENT PLAN
As part of the Account Plan and in support of Thales business objectives and strategic initiatives, build and execute the Account's Engagement Plan, coordinating Thales interactions with the account manager, by:
- Defining and customizing business development activities including marketing objectives & actions according to the different identified account targets and initiatives
- Defining when and how to best deliver the customized values propositions and messages along the account's buying journeys
- Selecting the most appropriate customer engagement approaches (innovation workshops, ROI simulation, etc.) for each objective in collaboration with country/region marketing
- Developing dedicated customer events, demonstrations, co-creation opportunities to enhance the customer experience
- Work collaboratively with various stakeholder from Key Account team in the country and the Segment team across GBUs/BLs team on shaping Thales solutions proposal which align with customer needs
BUILD AND MANAGE CUSTOMER RELATIONSHIP
- Build and manage good contact and communication with existing customer / partner
- Identify and build relationship with new customer/partner
- Provide a view on potential suitable ecosystem partners who would support Thales growth aspirations with the account
KEY DELIVERABLES
- Market research on identification of growth areas and new opportunities within the account
- Adapted Thales value propositions and messages for the account
- Key account plan including account engagement strategic plan and proposed action's further
- Business development and account activities report
KEY INTERACTIONS
- Head of Defense
- Account Manager (KAMs)
- Country Director
- Country/Region marketing and communication
- BLs
Skills & Experience Required
- At least 7 years of relevant experience working.
- A strong background in Business Development/Sales in Defense
- Good understanding Digital/Cyber/Cloud ecosystems and track record in the domain
- Proven experience of working within a large multi-national organization.
- Significant experience in complex business dealings with internal and external stakeholders.
- Strong communication & leadership to build efficient relationships within the Account team, the Segment Teams across GBUs/BLs, the Content and Digital Marketing as well as Communication
- Creative, highly dynamic and autonomous
- Team player
- Operational knowledge in Indonesian environment would be a plus
- Good knowledge of Indonesian Government Organizations or Agencies would be a plus
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.
