Channel Account Manager

Location: TAIPEI NEI-HU, Taiwan

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.

Establishing its presence in Taiwan in 1992, Thales has since developed strong partnerships with local companies and is a key partner of the Taiwanese Government. We are strongly committed to supporting Taiwan's digital transformation with state of the art technology in digital identity, aerospace and space. We continuously provide innovative solutions in air traffic management, avionics, satellite and space systems that enhance connectivity whilst empowering organizations to harness space for a sustainable future, ensuring reliable communication and data integrity.

Key Responsibilities:

• Develop and manage a robust and creative channel strategy for Taiwan
• Develop and drive engagement through successful relationships with key channel partners at senior management level
• Lead the development of territory channel plans together with local sales teams, with concrete action plans and regular cadence of reviews
• Partner with local channel sales teams to analyze partner coverage in region, identify gaps and support recruitment and enablement
• Set and drive Channel best practice and facilitate its deployment across Taiwan, remaining sensitive to local specifics
• Drive strategies to reduce friction in the Taiwan 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
• Play a leading role in the design optimization and implementation of the Partner Program across Taiwan
• 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 channel sales collateral
• Present Taiwan Sales Channel performance and business results through regular communication, such as quarterly business reviews, forecasts, agendas, and reports

Requirements:

• Experience of developing and presenting channel strategies across Taiwan
• Proven strong cross functional leadership and excellent communication skills to drive consensus across groups both internally and within the Channel/Partner organizations
• 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 prioritize effectively, think big picture, and use good judgment in resolving difficult issues
• Extensive Channel Management experience with a proven track record of success
• Passion, commitment and drive for success; experience working across matrix managed teams and organizations
• 5 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 organization
• 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.