Key Account Manager - Defense

Location: Seoul, Korea, Republic of

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.

Since 1983, Thales has been present in the Republic of Korea and have been supporting the country’s ambitions and local industry in the defence, civil aviation, and digital identity and space sectors. Headquartered in Seoul, Thales engages in providing solutions that help customers make critical decisions for domains such as air traffic management, in-flight entertainment, space and digital security. With a strategy of strong collaboration with key industrial players, Thales is helping to build local expertise in Korea by engaging in transfer of knowledge, technology and production.

Thales is a leading provider of advanced defense systems, solutions, and technologies across naval, land, and air defense markets. To further strengthen and expand our presence in the Korean defense market, we are seeking an experienced and highly driven Key Account Manager with a strong hunter mindset and proven business development capabilities. The successful candidate will be responsible not only for developing existing strategic accounts but, more importantly, for identifying, exploring, and creating new business opportunities in defense areas and market segments where Thales Korea does not currently have an established presence.

Based in our Seoul office and reporting directly to the Country Director, you will lead the local defense business development team and work closely with Thales Global Business Units and Business Lines to identify emerging market needs, introduce innovative Thales technologies and solutions, develop new business areas, and secure strategic opportunities to drive sustainable business growth in Korea.

A strong commitment to continuously developing your knowledge of Thales' latest defense technologies, products, solutions, and global capabilities will be essential to successfully identifying new opportunities and positioning Thales competitively in the Korean defense market.

Responsibilities:

Strategic Business Development & Opportunity Capture

• Proactively identify and develop new business opportunities within the Korean defense market.
• Go beyond existing business and established customer relationships to proactively identify, explore, and develop entirely new business areas and market segments for Thales in Korea.
• Take a strong hunter approach to business development, actively seeking out unmet customer needs, emerging defense requirements, and opportunities where Thales' technologies and capabilities can create new market opportunities.
• Drive the development of new business domains and strategic opportunities that are not currently part of Thales Korea's business portfolio, working closely with global Business Lines and Global Business Units to assess market potential and develop appropriate business strategies.
• Continuously explore opportunities to introduce Thales' global defense technologies, products, and solutions into the Korean market, translating global capabilities into concrete local business opportunities.
• Lead strategic sales campaigns and opportunity capture activities from early customer engagement through contract award.
• Develop and execute competitive capture strategies and Business Capture Plans in collaboration with regional and global business stakeholders.
• Build and maintain a strong pipeline of qualified defense opportunities to support sustainable business growth.
• Identify and engage key decision-makers, influencers, customers, and partners across government, military, and defense industry sectors.
• Drive customer engagement through networking, market intelligence, relationship building, and direct outreach activities.
• Actively participate in bid strategy discussions, opportunity reviews, and defense tender activities to maximize the likelihood of contract award.
• Monitor defense market developments, customer priorities, competitor activities, and emerging trends to identify growth opportunities and potential business risks.

Customer & Stakeholder Management

• Take ownership of assigned key defense accounts, developing and executing strategic account plans to drive long-term customer engagement and business growth.
• Build and maintain strong relationships with defense customers, government agencies, military organizations, industry partners, and key stakeholders.
• Position Thales defense solutions, systems, and services to support customer needs and strategic growth objectives.
• Develop strategic customer engagement plans to strengthen existing relationships and expand market reach.
• Collaborate effectively with overseas Thales Business Lines and Global Business Units to support opportunity development and business growth initiatives.
• Act as a key interface between Korean defense customers and overseas stakeholders to facilitate business collaboration and alignment.
• Monitor key account performance, business pipeline, and strategic opportunities, providing regular updates and recommendations to the Country Director and relevant stakeholders.

Market Development & Collaboration

• Establish and strengthen strategic partnerships within the Korean defense industry ecosystem.
• Contribute to defense market growth strategies and business expansion initiatives in Korea, with a particular focus on identifying and developing new business domains beyond Thales Korea's existing areas of activity.
• Maintain continuous awareness and in-depth knowledge of the latest defense technologies, products, solutions, and capabilities developed by Thales worldwide through regular engagement with global Business Lines, Global Business Units, and relevant technical experts.
• Proactively invest in continuous learning, training, and knowledge development to stay up to date with Thales' evolving defense technologies, product portfolios, and strategic solutions, ensuring the ability to effectively present, position, and promote these capabilities to Korean defense customers.
• Translate knowledge of Thales' latest technologies and global capabilities into new business opportunities by identifying potential applications, customer requirements, and emerging needs within the Korean defense market.

Team Management & Leadership

• Lead, manage, and develop the local defense business development team to achieve business objectives and drive sustainable growth.
• Set clear team objectives, priorities, and performance expectations aligned with business strategies.
• Monitor team performance and provide regular feedback, coaching, and guidance to support individual and team development.
• Foster a collaborative, high-performing, and results-oriented team environment.
• Ensure effective coordination and collaboration between the local team, overseas Business Lines, Global Business Units, and other cross-functional stakeholders.

Requirements:

• Minimum 15 years of relevant experience in Business Development, Strategic Sales, Capture Management, or Key Account Management within the defense industry.
• Proven track record in identifying, developing, and securing new business opportunities in the Korean defense market.
• Demonstrated experience in developing new business areas, opening new market segments, and creating business opportunities beyond existing products, customers, and established business portfolios.
• Demonstrated experience in leading strategic sales campaigns, developing capture strategies, and managing business opportunities from initial engagement through contract award.
• Well-established network within the Korean defense industry, including key decision-makers across government agencies, military organizations, and major defense contractors.
• Strong experience in engaging with defense-related government agencies, military customers, defense contractors, and key industry stakeholders.
• Solid understanding of the Korean defense market, defense procurement processes, competitive landscape, and industry ecosystem.
• Proven ability to manage strategic defense accounts, develop long-term customer relationships, and drive account growth.

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.