Channel Sales Manager SI, UK

Location: Remote UK, United Kingdom

Thales is a global technology leader with more than 83,000 employees on five continents. With over 7,500 people in the UK, operating across defence, space, aerospace, and digital security, we help build a future we can all trust. Thales supports the security and stability of our nation by providing extraordinary technology to our customers, as well as delivering social value to the UK with our products and services.

Summary

Acting as Thales’ primary regional point of contact for key System Integrator (SI) partners, this role requires a strong understanding of each partner’s strategy, organisational structure, and go-to-market priorities. You will be responsible for building and executing strategic partner plans, developing senior-level relationships, and identifying compelling joint value propositions that position Thales’ solutions as a core component of the partner’s customer offerings. You will need a “can do / will do” attitude to succeed.

The role is focused on driving sales across Thales’ Data and Application Security portfolios. This includes enabling partners to adopt Thales solutions for their own internal IT requirements, embedding Thales’ technology within partner-delivered services, supporting resale opportunities to end customers, and leading coordinated co-sell motions where the partner acts as a strategic influencer. Supporting this - you will deliver marketing campaigns to and through the partner to identify net new sales.

You will work closely with Global System Integrator (GSI) Account Directors and local country sales teams to ensure a coordinated and consistent engagement model between Thales and partner sales organisations across priority markets. The objective is to create alignment at all levels, drive pipeline growth, and accelerate deal closure through structured collaboration. Individual performance will be measured by revenue growth, pipeline development, and overall business generated through assigned GSI/SI partners.

Scope of Responsibility:

• Establish SI Partners account penetration plans.
• Develop and execute account penetration plans for assigned System Integrator (SI) partners, targeting revenue growth and strategic influence.
• Create compelling, tailored value propositions for each assigned partner to drive adoption of Thales’ solutions and maximise partner-led revenue.
• Identify and secure executive sponsorship within partner organisations to ensure alignment and commitment at senior levels.
• Collaborate with partners to identify high-potential customer opportunities, conduct joint technical assessments, and prioritise targets for joint go-to-market execution.

Main Responsibilities:

• Develop a deep understanding of partner regional strategies, organisational structures, and decision-making processes to effectively position Thales’ solutions.
• Continually grow your contact base across key teams within the SI partner including Cloud, AI, Security and vertical teams such as Finance, Government and Insurance.
• Build and execute joint business plans with partners, securing executive-level commitment to drive adoption and revenue growth.
• Manage, develop, and expand partner relationships, including evaluating Thales’ Data and Application Security offerings, supporting solution testing or procurement when required and enabling partner teams to successfully position solutions to their customers.
• Identify, qualify, and quantify all revenue opportunities through assigned partners, leading the sales effort in collaboration with the extended sales team (direct sales, channel sales, business development, sales engineers) to close deals successfully.

Ideal Experience & Skills:

• Proven track record in IT sales, including major account management, with experience driving revenue through System Integrator (SI) partners such as DXC, HPE, IBM, TCS, Wipro, Accenture, Fujitsu or similar.
• Strong expertise in hardware and software security solutions, including portfolio-based and as-a-Service offerings, with the ability to position complex solutions through SI partners.
• Demonstrated experience managing the full sales cycle—from opportunity identification to account planning, executive engagement, and contract closure.
• Experience with multi-element revenue models, including one-time and recurring revenue streams, across multiple solution offerings.
• Ability to close complex, high-value deals, navigating multiple stakeholders and extended sales cycles.
• Highly sales-driven, with a consistent record of closing large, strategic transactions through SI partners.

Applicants must have a valid work permit in the UK.

At Thales, we ensure equal opportunities, pay and working conditions for all. The benefits we offer include private medical insurance, buying or selling annual leave, cycle to work schemes, employee discounts, paid volunteering day, stocks and shares, annual bonus and much more depending on the role. We are committed to creating a workplace where everyone feels valued for who they are and the unique strengths they bring.