Business Development Manager (Digital/Civil)

Location: Jakarta, Indonesia

In fast changing markets, customers worldwide rely on Thales. Thales is a business where brilliant people from all over the world come together to share ideas and inspire each other. In aerospace, transportation, defence, security and space, our architects design innovative solutions that make our tomorrow's possible.

Thales has been established in Indonesia for close to 40 years. Today Thales Indonesia employs 25 people and has successfully provided numerous solutions to Indonesia in both civil and defense sectors. The Group’s main business in Indonesia has historically been the defense domain, where Thales is a long-term provider of defense systems for the Indonesian Army and Navy. In these areas Thales has demonstrated a strong commitment to working collaboratively with the Indonesian government and partners with local stakeholders. In recent years there has been an increased interest in the Thales civil solutions especially in the field of transportation and air traffic control. With the growing attention to infrastructure development by the Indonesian government, Thales will have opportunities in the transportation and security domain.

As a systems supplier and integrator, Thales is well placed to meet Indonesia’s operational requirements in complex systems. Aligning with Indonesia’s goal of strengthening its industrial capabilities, Thales has a strong track record in partnering successfully with local industry and transferring technology in the fields of air defense and shipborne combat management systems.

Today and in addition to its key major markets such as Space and Defense, Thales Group’s ambition is to grow in Digital and Cybersecurity, improving its footprints in major civil projects such as the new capital project.

In the frame of its strong development in Indonesia, Thales is recruiting a Business Development Manager for Digital and Civil markets.

• Digital domain: Thales is supporting the national Digital transformation plan of Indonesia to improve digital infrastructures and to address specific cyber projects managed by KOMINFO, BSSN, BIN, Central/ private banks and holding companies and Presidential General Secretary.
• Civil domain: Thales aims to strengthen its position in new markets such as smart infrastructure (new capital project with IKN agency – smart cities, Digital ID, data centres), airport business (AOCC, air transportation digitalization (Fly to gate) with AP1 and e-passport (With Indonesia Immigration).

The position is located in Jakarta, reporting to the Key Account Manager (Digital/Civil).

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:

• Define and customize business development activities including marketing objectives & actions according to the different identified account targets and initiatives
• Define when and how to best deliver the customized values propositions and messages along the account’s buying journeys
• Select the most appropriate customer engagement approaches (innovation workshops, ROI simulation, etc.) for each objective in collaboration with country/region marketing
• Develop dedicated customer events, demonstrations, co-creation opportunities to enhance the customer experience
• Work collaboratively with various stakeholders 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 new and existing customer / partner
• Provide a view on potential suitable ecosystem partners who would support Thales’ growth aspirations with the account

Requirement:

• 5 to 7 years of relevant experience. Experience in digital/cybersecurity would be a strong advantage.
• A strong background in Business Development/Sales.
• Proven experience of working within a large multi-national organization.
• Significant experience in complex business dealings with internal and external stakeholders.
• Operational knowledge in Indonesian environment.
• Existing relationships with Indonesian ministries or agencies (Kominfo, BSSN…) is a plus.
• 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 Communications.
• Creative, highly dynamic and autonomous. Strong business ethics.
• Results-oriented, customer-focused, strategic, analytical, good team spirit and management skills, excellent communication & writing skills with good attention to detail.
• Full fluency in Bahasa and English. French would be an advantage.

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