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.The Defence Account Manager is responsible for managing Thales’ strategic Defence account in Japan, driving business growth, and ensuring customer satisfaction. This role involves identifying and prioritising opportunities, leading capture strategies, and coordinating with Thales Global Business Units (GBUs) and local industry partners. The position requires a deep understanding of the Japanese Defence market, strong relationship-building skills, and the ability to lead complex sales and project engagements.
Responsibilities:
Own, manage and grow the Defence account in Japan, ensuring customer satisfaction and long-term relationships.Understand the customer’s structure, needs, and market environment to enhance Thales’ local footprint.Develop and implement strategic account and capture plans, including customer profiling, competitive analysis, and stakeholder engagement.Lead opportunity identification, bid development, and contract capture through to project delivery.Coordinate with internal teams (Sales, Bids, Portfolio Managers and Product teams) to deliver compelling, value-driven solutions.Foster partnerships with key Japanese industry players (e.g., MHI, MELCO, NEC).Support the Global Business Unit (GBU) in crafting competitive value propositions for international tenders.Facilitate effective collaboration across Business Lines, GBUs, and Country teams to deliver high-value solutions to customers, while maximising Thales’ overall order intake, revenue, and profitabilityMonitor project execution, customer satisfaction, and assist in resolving project-related issues.Achieve annual order intake targets and build a strong pipeline for future growth.Simplify the customer’s experience of doing business with Thales by streamlining internal coordination.Requirements:
8 - 12 years of experience in Japan’s Defence sector, ideally in a project-based or Defence business environment.Engineering or Business degree with Sales/Marketing experience.Proven track record in customer engagement, strategic planning, and opportunity capture.Strong communication skills in both English (business level) and Japanese.Established network within the government, Defence sector, and global corporations.Strategic, autonomous, and proactive mindset with a collaborative approach.Experience in continuous improvement initiatives and cross-functional teamwork.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.