Sales and Business Development Manager - Resilient Position Navigation

Location: Arlington, United States of AmericaThales people architect solutions that enable two-thirds of planes to take off and land safely. We create in-flight entertainment systems that engross 50 million fliers every year and we develop the avionics that control the world’s largest commercial aircrafts. Our simulators train the next generation of pilots for fighter jets, transporters and search and rescue helicopters. And, together, each and every member of our aerospace team makes a difference.Knowing what Thales does today, means asking where technology is taking us tomorrow. We are creating the waves of digital transformation that will cary our customers into the future. Where these transformations intersect and interfere is where the most interesting and innovative tomorrows are being built. Thales operates at the intersection of these technologies to find every tomorrow.

Sales and Business Development Manager, Resilient Position Navigation

Arlington, VA (Remote)

Position Summary

Thales is looking for a Sales and Business Development Manager, Resilient Position Navigation to drive revenue growth and expanding Thales’ market share for the Resilient Position Navigation product portfolio across the United States defense market. This strategic, customer-facing role is accountable for identifying, shaping, and securing profitable business opportunities, while developing and executing account growth strategies that support long-term business objectives.

The position plays a critical leadership role in the pursuit and capture of multi-year defense programs, engaging directly with key stakeholders across the U.S. Department of Defense (DoD), Prime Contractors, and Aerospace OEMs. Acting as a trusted advisor, the Sales & Business Development Manager will build strong customer relationships, influence acquisition strategies, and position Thales solutions to address evolving mission requirements.

In this position, you will also operate within a performance-driven culture, the role requires a proactive and disciplined approach to business development, opportunity management, and strategic account planning. The successful candidate will collaborate closely with cross-functional teams including engineering, product management, program management, contracts, and executive leadership to develop winning capture strategies and deliver sustainable growth.

The Sales & Business Development Manager – Resilient Position Navigation reports functionally to the Head of Sales, Resilient Position Navigation, and operationally to the Director, Key Accounts – Defense NORAM.

Regulatory Compliance Requirements

The U.S. Department of Defense (DoD) represents a complex portfolio of customers rather than a single account, including the Departments of the Army, Navy, and Air Force, as well as Joint Commands, all operating under the oversight of the Office of the Secretary of Defense (OSD). This role requires the ability to build and sustain selective senior executive-level relationships across these organizations, while leading productively and collaborating effectively with internal stakeholders at all levels, including Group, GBU, BL, and Region.

• Must be a US Person as defined in applicable law.
• Must be a U.S. Person as defined in applicable law, or otherwise authorized or eligible for   authorization, to access to hardware, software, technology or technical data controlled under the International Traffic in Arms Regulations (ITAR) and/or the Export Administration Regulations (EAR). 

Key Areas of Responsibility

• Drive strategic business development initiatives by identifying, qualifying, and securing new opportunities within targeted accounts while expanding existing customer relationships to maximize revenue growth and market penetration; consistently achieve or exceed established revenue, growth, profitability, and customer acquisition targets through effective territory and account management.
• Own and manage the entire sales pipeline, maintaining accurate forecasting, strong CRM data integrity, and disciplined opportunity management to ensure consistent progression from lead generation through contract award and implementation; monitor and report on sales performance metrics, pipeline health, customer activity, and forecast accuracy, providing regular updates to senior leadership.
• Develop and maintain executive-level relationships across customer organizations, positioning yourself as a trusted advisor who understands business challenges, aligns solutions to customer objectives, and delivers long-term value; establish and cultivate strong relationships with key decision-makers, influencers, and procurement stakeholders to accelerate sales opportunities and increase win rates.
• Lead all phases of the sales cycle, including prospecting, account planning, stakeholder engagement, solution development, proposal preparation, negotiations, and contract execution; negotiate commercial terms, pricing structures, and contractual agreements while protecting company interests and ensuring customer satisfaction.
• Collaborate cross-functionally with technical, operations, marketing, and leadership teams to develop customer-focused strategies, competitive proposals, and successful go-to-market plans; prepare and deliver compelling presentations, business cases, and solution demonstrations tailored to customer requirements and organizational priorities.
• Conduct market research and competitive analysis to identify emerging trends, customer needs, and strategic opportunities that support business growth objectives; represent the organization at industry events, conferences, trade shows, and networking functions to strengthen brand presence and generate new business opportunities.

Minimum Qualifications

• Bachelor’s degree from an accredited university or college in Engineering/Economics/Business or related field.
• 5(+) years of experience working in and/or with the US Department of Defense (either as uniformed military or senior DOD civilian) with a corresponding robust network of contacts in these communities, especially in the avionics domain; 5+ years of work experience in Prime Contractors/Aerospace OEMs/DoD Sales interface role(s).
• 5(+) year Aerospace & Defense (A&D) industry experience in a matrixed organization; organizational scale and complexity: experience in an organization with significant scale and complexity.
• Result-oriented, agile experience working in a strategically ambiguous environment; capable of working in a large, highly matrixed corporate environment without full guidance; cross-functional collaboration: has worked across organizational boundaries to drive outcomes.
• Strong interpersonal skills and problem-solving ability; positive demeanor to interact at all levels of influence both internal and external to Thales; able to appropriately manage confidential and sensitive information.
• Excellent communications skills both written and oral, including presentation skills; strong demonstrable communication skills for conveying value proposition and using cases to customers and strategic partners; business writing skills and verbal fluency.

Applicants must be legally authorized to work in the United States for any employer at the time of hire. This position is not eligible for visa sponsorship or for assuming sponsorship of an employment visa now or in the future.

If you’re excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community!

Special Position Requirements

• Schedule: Core business hours, Monday – Friday.
• Physical Demands: Minimal physical demands other than travel and light lifting in an office setting.
• Travel: This position may require domestic and international travel, 50-75% per month.

Why Join Us?

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This position will require successfully completing a post-offer background check. Qualified candidates with [a] criminal history will be considered and are not automatically disqualified, consistent with federal law, state law, and local ordinances.

Thales champions inclusion and we believe diversity strengthens the fabric of our culture. Thales is an Equal Opportunity Employer, including disability/veterans.

If you need an accommodation or assistance in order to apply for a position with Thales, please contact us at [email protected].

The reference Total Target Compensation (TTC) market range for this position, inclusive of annual base salary and the variable compensation target, is between

Total Target Cash (TTC) 131,610.57 - 253,097.25 USD Annual

This reflects how companies in a similar industry and geographic region generally pay for similar jobs. This range helps the Company make pay decisions as one data point among many. Where a position falls within this range is also dependent on other factors including – but not limited to – the employee’s career path history, competencies, skills and performance, as well as the company’s annual salary budget, the customer’s program requirements, and the company’s internal equity. Thales may offer additional benefits and other compensation, depending on circumstances not related to an applicant’s status protected by local, state, or federal law.

(For Internal candidate, if you need more information, please raise HR request through MyThales)

Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following:

•Elective Health, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance

•Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period

•Company paid holidays and Paid Time Off

•Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program