Business Development Defense Digital and Land

Business Development Defense Digital and Land Join to apply for the

Business Development Defense Digital and Land

role at

Thales .

Location Jakarta, Indonesia

Company Overview 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 Indonesia for 45 years in the defence, aerospace and space domains, delivering a wide range of solutions. In recent years, our innovative solutions have strengthened our presence alongside a digital portfolio such as biometrics, data protection and cybersecurity.

Role Description In the frame of its strong development in Indonesia, Thales is recruiting a Business developer in DEFENSE for Digital and Land markets. He will report to the Head of Defense. In collaboration with the KAMs, this BD Defense Digital & Land will address the following markets:

Digital: supporting the national Digital transformation plan of Indonesia to improve digital infrastructures and to address cyber/cloud projects managed by MoD.

Land Defense domains: strengthening our position in new markets such as systems for vehicles and soldiers (optronic, simulator, rockets, electronic warfare, mortar, etc.) with existing and new partners/customers.

Missions & Responsibilities

Gather data and insight on the account to understand the environment, competition, customers, trends, budget and procurement pipeline, addressable market and competitive positioning.

Understand the customer’s strategy, priorities, pains and gains and identify growth opportunities for Thales.

Identify opportunities for recurring revenue, cross-selling and upselling by mapping and leveraging Thales installed base.

Carry out stakeholder mapping to track organizational and personnel changes and identify new stakeholders to support growth ambitions.

Define and Execute Engagement Plan

Define and customise business development activities including marketing objectives & actions for identified account targets and initiatives.

Define timing and delivery of customized value propositions and messages along the account’s buying journeys.

Select 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.

Collaborate with stakeholders from the Key Account team and Segment team to shape Thales solutions proposals that align with customer needs.

Build and Manage Customer Relationship

Build and maintain communication with existing customers/partners.

Identify and build relationships with new customers/partners.

Provide view on suitable ecosystem partners to support Thales’ growth aspirations.

Key Deliverables

Market research to identify growth areas and new opportunities within the account.

Adapted Thales value propositions and messages for the account.

Key account plan, engagement strategic plan and proposed actions.

Business development and account activities report.

Key Interactions

Head of Defense

Account Manager (KAMs)

Country Director

Country/Region marketing and communication

Business Lines (BLs)

Skills & Experience Required

At least 7 years of relevant experience.

Strong background in Business Development/Sales in Defense.

Good understanding of Digital/Cyber/Cloud ecosystems and track record in the domain.

Proven experience working within a large multinational organization.

Significant experience in complex business dealings with internal and external stakeholders.

Strong communication and leadership to build efficient relationships within the Account team and across segments.

Creative, highly dynamic and autonomous.

Team player.

Operational knowledge in Indonesian environment is a plus.

Knowledge of Indonesian Government Organizations or Agencies is a plus.

Workplace Culture 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.

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