Sales Engineer

Location: Beijing, China

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.

The Group introduced its aerospace business to China in 1964, and is recognized as a trusted partner for long-term cooperation with the Chinese aviation industry. In cybersecurity and digital identity, Thales has also successfully applied its advanced technologies to mobile communications, fintech, automotive connectivity and software monetization, etc. Thales employs more than 800 people with offices located in 7 cities across China. With R&D centers and innovation hubs established in Beijing, Dalian and Hong Kong, Thales is committed to developing innovative solutions for its customers.

Responsibilities

A. Business Development & Opportunity Capture

• Identify, qualify and develop UTM and LAE business opportunities across China, initially focusing on Shenzhen and the Greater Bay Area.
• Work closely with the Global UTM Team and the China Sales Team to implement Thales' China market development and capture strategy.
• Develop and maintain relationships with partners, government authorities, aviation regulators, drone operators, technology partners and other LAE stakeholders.
• Understand customer operational requirements and translate them into compelling technical and commercial proposals.
• Support opportunity capture activities, customer presentations, workshops, RFI/RFP responses and tender preparation.
• Monitor Chinese LAE developments, emerging regulations, local competitors and customer procurement opportunities.

B. TopSky-AstraUTM Demonstrations & Technical Presales

• Become proficient in TopSky-AstraUTM through training provided by Thales' international product and engineering teams.
• Independently prepare, configure and conduct demonstrations of the UTM platform for customers, partners and government stakeholders.
• Adapt system configurations to demonstrate customer-specific use cases, including airspace management, flight authorization, traffic monitoring and operational supervision.
• Prepare demonstration scenarios, operational workflows, presentations and technical documentation.
• Conduct technical workshops and explain the platform's capabilities to both operational and technical audiences.
• Provide technical feedback to the product team on Chinese customer requirements and potential adaptations.

C. Proof-of-Concept & Local Integration Support

• Plan, coordinate and execute UTM Proof-of-Concept (PoC) activities, demonstrations and trials in cooperation with SUTPC and other partners.
• Support the deployment, configuration, testing and validation of TopSky-AstraUTM in local demonstration environments.
• Assist with integration activities involving local systems, drone operators, surveillance technologies, Remote ID and third-party platforms.
• Support assessments of Chinese cloud environments, cybersecurity requirements, local interfaces and regulatory compliance.
• Troubleshoot technical issues during demonstrations and PoCs, escalating complex product issues to Thales engineering teams.
• Contribute to the progressive localization of the solution while respecting Thales' product architecture, cybersecurity policies and intellectual property restrictions.

D. Coordination & Business Execution

• Act as a key day-to-day technical and commercial interface between SUTPC, Thales China and the international UTM team.
• Work closely with the Global UTM Market Development Director on customer engagement, account strategy, demonstrations and bid preparation.
• Coordinate with product management, solution architects, engineering and project delivery teams.
• Maintain accurate opportunity information, action plans, customer requirements and progress reporting.
• Support the future establishment and development of Thales' UTM Centre of Excellence in Shenzhen.

Requirements:

A.    Essential Qualifications & Experience

• Bachelor's degree in Engineering, Computer Science, Aviation, Information Technology or a related technical discipline.
• Approximately 5 years of relevant experience in technical sales, presales engineering, systems integration, solution engineering or business development.
• Good understanding of China's Low Altitude Economy ecosystem, including drone operations, industry stakeholders, regulatory developments and emerging UTM requirements.
• Demonstrated ability to learn, configure and demonstrate complex software platforms.
• Practical experience in technical demonstrations, customer workshops, integration activities or Proof-of-Concept execution.
• Strong customer-facing and consultative selling capabilities, with the ability to identify opportunities and develop business relationships.
• Fluent Mandarin Chinese and professional English, both written and spoken.
• Ability to work independently, take initiative and manage multiple technical and commercial activities.
• Willingness to travel frequently across China and occasionally internationally.

B.    Desirable Technical Knowledge

• Understanding of UTM, air traffic management, drone operations, BVLOS and advanced air mobility.
• Familiarity with software configuration, cloud platforms, REST APIs, system interfaces and integration testing.
• Experience with Chinese cloud providers such as Huawei Cloud or Alibaba Cloud.
• Knowledge of surveillance systems, Remote ID, GIS, BeiDou, 5G-A and digital airspace technologies.
• Familiarity with Chinese cybersecurity regulations and data localization requirements.
• Previous exposure to aviation authorities, government technology projects or Chinese state-owned enterprises.
• Direct experience with TopSky-AstraUTM is not required, as product-specific training will be provided.

C.    Personal Attributes

The successful candidate should demonstrate:

• Hands-on mentality: Comfortable configuring systems, preparing demonstrations, resolving practical technical issues and executing PoCs.
• Commercial drive: Motivated to identify opportunities, engage customers and contribute to winning business.
• Autonomy and ownership: Able to take responsibility for activities with limited supervision and deliver tangible outcomes.
• Technical curiosity: Quick to learn new technologies and adapt to evolving customer requirements.
• Cross-cultural communication: Comfortable working with Chinese customers and international technical and management teams.
• Collaborative mindset: Able to work closely with the Global UTM Market Development Director and contribute actively to the execution of Thales' China strategy.

#LI-JL1

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.