business development manager Civil/ Digital
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.
Thales has been present in the Republic of Indonesia for 45 years in the defence, aerospace and space domains, delivering a wide range of civil and defence solutions that highlight our strong commitment to working with the Indonesian government and local stakeholders. In recent years, our innovative solutions in air traffic management systems and telecom satellites have further strengthened our presence in the country alongside our digital portfolio of solutions such as biometrics, data protection and cybersecurity now serving the needs of diverse customers in civil sectors.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
KEY DELIVERABLES
- Market research on identification of growth areas and new opportunities within the account.
- Adapted Thales value propositions and messages for the account.
- Key account plan including account engagement strategic plan and proposed actions further.
- Business development and account activities report.
KEY INTERACTIONS
- Account Manager (KAMs)
- Country Director
- Country/Region Marketing and Communication
Requirement:
Minimum of 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.
Good knowledge of Indonesia Government Organizations or Agencies would be advantage.
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.
Fluent in Bahasa and English. French would be an advantage.
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.