Sales Manager - Telco & IoT

Location: Stockholm, Sweden Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure. "As market leader within Digital Identity and Security, Thales makes personal digital interaction simple and secure in an increasingly connected society. From secure software to biometrics and encryption, Thales provides technologies and services that enables business and governments to authenticate identities and protect data, enabling its clients to offer trusted digital services to billions of individuals. Located in Älvsjö since 2012, the site houses both a commercial office as well as two productions within Identity & Biometric Solutions, and Banking & Payment Services. Working commercially across all business areas within Digital Identity and Security, Thales has become a trusted partner within various businesses as well as governments throughout the Nordics. Title: Sales Manager Base location open to: Sweden, Denmark, Finland or Norway (Local Contract). This role demands extensive travel. Department: Sales & Business Development Reports To: Regional Sales Director – Nordics The position requires that you undergo and be approved in accordance with the applicable regulations for security protection. For positions where Thales has requirements for security clearance, this may entail a requirement for local citizenship. Position Overview We are seeking an experienced and results-oriented Sales Manager to lead customer engagement and business growth across the Telecommunications sector and drive greenfield IoT initiatives in Nordics . The ideal candidate brings a strong understanding of the regional Telco landscape, a consultative sales approach, and a passion for introducing innovative IoT solutions in emerging and/or extremely competitive markets. In this high-impact role, you will manage key Telco accounts, establish new strategic partnerships, and explore untapped IoT use cases across industries such as smart infrastructure, energy, logistics, mobility, and manufacturing. You will collaborate cross-functionally to deliver tailored solutions that meet the evolving needs of our customers and support the organization’s long-term growth in the region. Key Responsibilities Telco Account Management Develop and manage long-term relationships with Telco operators and enterprise clients in Nordics. Identify and drive new business opportunities within existing Telco accounts, including upselling and cross-selling of relevant services and solutions. Act as the main commercial contact for strategic customers, ensuring a high level of customer satisfaction and retention. Greenfield IoT Market Expansion Identify, assess, and lead the pursuit of greenfield opportunities in the IoT ecosystem across the region. Engage with early-stage IoT customers, startups, and industry-specific stakeholders to understand market gaps and tailor solutions accordingly. Work with internal teams to develop proposals, pilots, and go-to-market strategies for new IoT verticals (e.g., smart metering, smart cities m-pos, precision agriculture, industrial IoT). Sales Strategy & Execution Own the sales cycle from prospecting to contract negotiation and closure, ensuring timely delivery against quarterly and annual targets. Prepare and execute territory/account plans aligned with corporate strategy and regional objectives. Maintain an accurate pipeline and forecast using CRM and sales enablement tools. Cross-Functional Collaboration Liaise with internal product, technical, legal, and marketing teams to support complex customer engagements. Provide market insights and competitive intelligence to inform product development and strategic planning. Qualifications & Requirements 5+ years of experience in B2B sales or account management or business development within Telco , IoT , or related technology sectors. Proven track record of managing large, complex accounts and driving business growth in a multi-country region. In-depth knowledge of the Telco ecosystem (MNOs, MVNOs, network technologies, digital services) and IoT value chain (devices, platforms, connectivity, applications). Strong business acumen and ability to identify opportunities in early-stage or non-traditional markets. In this role, you work independently and remotely, taking initiative, setting priorities, and achieving results without direct supervision. Exceptional interpersonal and communication skills; Danish or Swedish & English. Finnish is a plus You possess strong negotiation skills, enabling you to achieve win-win agreements and foster long-term partnerships You possess strong business development skills, enabling you to identify new opportunities, build relationships, and contribute to sustainable growth. In this role, you operate with an entrepreneurial mindset, defining the approach that supports the business strategy and drives growth. Ability to travel frequently within the assigned region. Proficiency in both English and any Nordic language will be beneficial. Preferred Qualifications Bachelor's degree in Telecommunications or Business Administration or Engineering Familiarity with regulatory environments and business culture in Nordics. Experience working in multinational corporate environments or with Tier-1/Tier-2 Telco providers. What We Offer Competitive compensation package including base salary and performance-based incentives. A key role in shaping the company’s presence in a strategically important region. Opportunity to work with innovative technologies and cross-border teams. Professional development, training, and career advancement opportunities. Flexible working environment with regional travel. Does this sound like the opportunity for you? Apply today! #LI-VJ1 At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now!