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.

Responsibilities:

Proactively identify and engage with net-new B2B companies within both existing and new market segments.Hunt software licensing opportunities at new logo and strategic accounts to generate qualified pipeline.Execute outbound sales activities including cold calling, emailing, LinkedIn, ZoomInfo outreach, and participation in industry events.Conduct discovery calls to understand customer needs, challenges, and business priorities, and position tailored SaaS solutions accordingly.Work closely with Solution Engineers and Business Value Consultant to deliver impactful demos, workshops, and technical validations.Develop and present comprehensive proposals for software licensing solutions and lead negotiations on pricing and licensing terms to close complex, high-value deals.Manage the entire sales cycle from lead generation and qualification through to proposal, negotiation, and contract closure.Deliver persuasive presentations to stakeholders across all levels of an organization.Collaborate with Product Management teams to align messaging with product strategy and identify target segments.Participate in regular internal meetings and 1:1s with Geo leader to strategize and adjust new client acquisition plans.Maintain accurate Salesforce (SFDC) records for all sales activities, opportunities, and customer interactions.Provide timely market and customer feedback to internal teams to help shape go-to-market strategy and product direction.Consistently meet or exceed KPIs related to meetings booked, pipeline generated, deals closed, and revenue targets.

Requirements:

Over 15 years of sales experience in the IT industry, with deep expertise in software sales and software licensing.Proven track record of selling software solutions through strategic deals with new customers, both in existing and new markets, including ISVs (Independent Software Vendors) and IDVs (Independent Device Vendors).Extensive background in high-touch, consultative sales environments, driving complex solution sales cycles.Proven ability to build, nurture, and manage relationships with stakeholders at all levels — from operational teams to C-level executives.Strong track record in negotiating and closing software licensing agreements, including cloud-based solution proposals.Demonstrated leadership in orchestrating cross-functional teams — including Solution Engineers, Business Value Consultant, Technical Support, Professional Services, Global Marketing, Product Management, Legal, and Customer Support — to win high-value, enterprise-level deals.Proven \"hunter\" mentality with a strong track record of acquiring net-new B2B clients through proactive outreach and strategic engagement.Ability to serve as a trusted advisor by understanding client business needs and delivering tailored software or SaaS solutions.Excellent time management skills with the ability to balance prospecting, follow-ups, and closing activities in a fast-paced, dynamic environment.Strong ability to manage competing priorities while maintaining a clear focus on high-value opportunities.Exceptional relationship-building skills with demonstrated success in engaging and influencing stakeholders across all levels of an organization, from end users to C-level executives.Expertise in managing the full sales cycle — from lead generation and discovery to proposal development, negotiation, and contract closure.Experience in driving and maintaining a healthy sales pipeline, especially for complex and high-value enterprise software solutions.High proficiency in Salesforce (SFDC) for lead tracking, opportunity management, and pipeline forecasting.Outstanding communication and presentation skills, with the ability to clearly articulate value propositions and expected business outcomes.Solid understanding of ISV, IDV, SaaS, Embedded, and High-End Equipment markets, including knowledge of their typical buying cycles.High proficiency in English (reading, writing, and speaking) is desirable for effective communication in global business environments.

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.