FSI Program and Alliance Lead

Summary

The FSI Programs and Alliances Lead supports Thales Trusted Cyber Technologies' programmatic growth strategy by driving early-stage federal program shaping, opportunity discovery, and partner coordination. Reporting to the FSI Programs and Alliances Director, this role operates in parallel with traditional sales execution and focuses on increasing capture readiness, partner alignment, and long-term program success for large, multi-year federal opportunities.

Education:

Four Year college degree (B.A / B.S.).

• 5 years plus experience in working with US Govt. VARs, and Storage, Application, and cloud providers, with experience in security
• 2 years plus Channel sales experience in developing and implementing channel strategic plans and initiatives, ideally supporting federal programs or integrator aligned pursuits
• 2 years of related experience in a security, networking or infrastructure company preferably within a two tier distribution environment.

• Strong communication skills are mandatory with the ability to engage with all levels of a partner organization.
• Knowledge of Data Center technology including cloud, on prem and edge products.
• Must be able to help partners prospect and profile opportunities that have potential for Thales TCT sales.
• Capable of developing and presenting interesting solutions strategies, meeting /exceeding customer requirements/expectations.
• Results oriented in customer situations comprising senior level management.
• Must have proven ability to work independently in a dynamic sales environment.
• Must demonstrate both personal integrity and the ability to exercise good judgment.
• Ability to perform job functions independently with limited supervision.
• Strong business planning skills and proven ability to execute and deliver a defined plan.

Include, but are not limited, to, the following:

• Support development and execution of federal program capture strategies aligned with Thales TCT priorities
• Work closely with Federal System Integrators (FSIs) and strategic partners to support program shaping and solution positioning
• Coordinate with Channel leadership to ensure effective partner execution and deal registration support
• Assist in positioning Thales TCT solutions within partner-led architectures and proposals, particularly for high-assurance environments

• Conduct proactive opportunity discovery using tools such as Gov Win, Govly, SAM.gov, and related federal sources
• Research, qualify, and prioritize federal opportunities across DoD and Civilian agencies
• Collaborate with Capture leadership and Regional Sales Managers to assess opportunity viability and pursuit strategy
• Maintain accurate opportunity and capture records within CRM systems

• Support RFI and RFP responses, including coordination of inputs from Sales, Engineering, Channel, and partners
• Assist in early shaping activities prior to formal solicitations
• Track capture milestones, timelines, and partner commitments
• Maintain reusable proposal content and capture documentation

• Develop focused program and account briefs to support Sales and Capture efforts
• Share relevant partner updates, market intelligence, and joint success stories internally
• Support short-term (quarterly) and long-term (6-12 month) capture planning
• Provide visibility into capture progress, partner alignment, and pipeline health

Occasional travel

Employees, outside vendors, outside contacts

Extensive telephone and computer use