Key Account Manager, Indonesian Army - Bukit Merah

Location: Jakarta, Indonesia

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.

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.

Position Summary:

To develop a strong and fruitful relationship between Thales and :

• Indonesian Army
• Ministry of Defence
• KKIP (local content regulation body)
• Other institution with security needs (Intelligence..)

The main purpose of the Key Account Manager is to manage and extend significant mid- and long-term account expansion and profitable sales growth through establishing strategic relationships with key client decision makers:

The KAM will be the link between Thales Business Lines, Thales HQ and support functions on the one hand and the local landscape on the other.

The KAM will also define the account strategy, identify opportunities and Thales offerings for growth, implement business development, sales, and capture policies for Army and Security activities to realize these opportunities.

The KAM will accompany the client during all phase of collaboration:

• Business development
• Capture phase
• Contractual negotiation
• Project implantation
• After sales activities

The KAM is also responsible to identify and participate to the qualification of the strategic partner.

Context (stakes & specific issues) :

• Maintain and develop the relation with Key Industrial Partners to develop the most relevant strategy in order to propose an appropriate solution to the Indonesian Army
• Promote Thales army portfolio with the Indonesian organization and identify new opportunities

Main Tasks & Responsibilities:

• Formulate and maintain the 5-years Country Strategic Plan for Army and Security in line with Thales Business line strategy, with clear understanding of the impact of economic and industrial trends, including customer needs and competitor’s offerings in order to secure Thales’ position and growth accounts.
• Develop and update at regular intervals the Key Account Plan with short, medium and long term objectives to exceed sales, growth and profitability targets and to position Thales as the dominant solution and service provider.
• Share inputs to build up the Defense Strategic Account Plan
• Contribute to the order intake and profitable growth targets as defined in the Account Plan.
• Devising complex account management strategies with an emphasis on bridging to major opportunities.
• Share and get the adhesion of the relevant Business Lines

Marketing:

• Understands/analyses the customer’s mission, organization, operational environment and priorities. Broadens the customers’ understanding of Thales solutions in connection with their missions, and provides customer/market information feedback to the relevant GBUs. Generates a Marketing Plan aligned with the Country Strategic Plan (CSP) and coordinate corresponding actions
• Defines the best solution (product/system/service offering) to address customers’ needs and requirements and drives the marketing effort to promote these Thales solutions. In addition, the KAM shall build a strong Thales Brand with the Army and Security stakeholder.
• Propose, Support or co-lead relevant Marketing activities, e.g. relevant trade shows or customer events

• Actively engages the Stakeholders to understand the acquisition plans and anticipate needs to prepare the BLs for the submission of bids and proposals and place Thales in a strong position to win.
• Identifies key stakeholders in the Army Account; develops and maintains a close relationship with these Stakeholders.
• Act as the key customer interface, developing and maintaining strategic relationships with existing and potential new customers, anticipating and providing solutions and services to current and emergent business needs.
• Creates the "context" within which the account will operate -- the account vision and culture that best supports the client needs.
• Works with senior client stakeholders to ensure Thales is supporting their agendas and represents client perspectives to Thales senior executives of involved businesses.
• Works to develop and maintain trusted relationship with the clients.
• Bring “the best of Thales” to the accounts.

Sales:

• Establishes and monitors order intake forecasts in the T360 tool, in support of the Sales Ops Team to ensure sales data are updated and consistent with the Business Lines.
• Active participation in opportunity, bid and proposal preparations. Supports the contract negotiation with customers to ensure successful closure. Continual support of successful bids in customer engagement and expectation management.
• Contributes to Project Capture Plans and where applicable assume the role of Capture Leader.

• Maintain a close relation with the Business line to get and maintain a wide knowledge of Thales portfolio relevant for the Army and security account
• Understand Thales organization and Actively engages the Business Lines (BLs) Key Stakeholders and update them on the market development,
• Feed the Business line (Product line manager) to help the Business line to defined the future solution (product/system/service offering),
• Promote Indonesian opportunity within Thales Organization to obtain necessary support.
• Understand and apply Thales process and compliance rules.

• Identify the appropriate industrial and contractual scheme strengthening Thales position during bid. Propose the most relevant local partner (Supplier, co-contractor and/or customer) matching with the proposed contractual scheme
• Support the qualification of the partner in accordance with Thales internal regulation.

• Participate with the Business line and the offset manager to the elaboration of the most relevant offset plan when applicable.

Communications:

• Advises the Communications team in the preparations of mission (exhibitions/customers events/conferences and etc.) and strategies in alignment with the marketing to the Aerospace industry
• Supports the country and strategic account management.

Requirements (education & behavioral):

• University degree in relevant discipline.
• At least 10 years of relevant experience working.
• Strong knowledge in Air Defence, Radio-communication, Optronics, system integration, and cybersecurity.
• Working experience in a Multi-national, Multi-cultural matrix company structure with multiple stakeholders.
• Working experience in a Defence Company.
• Inter-personal ability is a must to build good rapport and trust rapidly with partners and customers.
• Ability to address from lower level to the top management of the organizations (Account and internal).
• Results-oriented, customer-focused, pro activity, strategic, analytical, good team spirit and management skills, excellent communication & writing skills with good attention to detail.
• Able to work in a multi-national, matrix company structure with multiple stakeholders.
• Fluency in English mandatory, fluency in French language strongly preferred.
• Good project management abilities and experience is 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.