At Thales, we know technology has the ability to make our world more secure, sustainable, and inclusive – and that it’s all driven by human intelligence.
Because it takes human intelligence to build and power the systems and solutions that people depend on every day. So we stay curious and make space for diverse points of view. We share what we know and we challenge what’s possible.
We’re driving progress in some of the world’s most important industries - from the bottom of the oceans to the depths of space and cyberspace - and from manufacturing to engineering, we work together to build a future we can all trust.
Imperva, a Thales company, is a globally recognized cybersecurity leader, dedicated to securing data and applications across diverse environments. Our cutting-edge solutions empower organizations to safeguard their most critical assets, ensuring robust protection against emerging threats.
Principal Business Intelligence & Product Operation
About the role
We are looking for a commercially sharp Strategy & GTM Lead to join our Data Security Product Management team. This role sits at the intersection of product, sales, marketing and finance — owning pricing and packaging across our data security portfolio (DSPM, DSF, FAM, CipherTrust), running our competitive and win-loss programs, and serving as the commercial bridge between what we build and how we sell it.
What You'll Own
- Pricing & Packaging: Own pricing and packaging strategy across the portfolio — list price, tier and edition design, metering and consumption models, discount architecture, and cross-product bundling.
- Competitive Analysis: Own the competitive program — battlecards, positioning, objection handling, and displacement plays that Sales actually uses. Track competitor pricing, packaging, releases, and GTM motion, and translate movement into a recommendation.
- Win-Loss Analysis: Build and run a repeatable win-loss program end to end — interview design, execution, and synthesis. Separate the reported loss reason from the real one: product gap, price, packaging, competitive displacement, or sales execution. Close the loop into the roadmap and into enablement.
- Pipeline Analysis: Analyze pipeline health by product, segment, and route to market. Find where deals stall, name why, and drive the fix with the accountable owner.
- Back Office & Commercial Operations: Serve as Product's interface to the back office.
- Field Enablement and GTM: Equip Sales and Sales Engineering to sell on value — pricing guidance, competitive training, and value articulation.
What We're Looking For
Must have:
- 10+ years in outbound product management, product marketing, pricing strategy, or GTM strategy for enterprise B2B software — with at least 5 years personally owning pricing, competitive, or win-loss outcomes
- 5+ years in security business
- Hands-on ownership of a real pricing or packaging change: what you changed, why, what it did to ASP or win rate, and what you got wrong
- Hands on experience with analyzing pipelines and performing win-loss analysis
- Experience with leading GTM activities
- Ability to influence Sales, Finance, and Operations without authority over any of them
- Excellent written and verbal communication
- Team player who brings evidence, states plainly when the data is thin, and makes the call anyway
Advantages:
- Strong advantage - DSPM market experience — data security posture management, data discovery and classification.
- Data Security experience more broadly — DAM, encryption and key management, DLP, data governance
- Enterprise security in an adjacent segment — endpoint, network, cloud, identity, or SIEM/SOC
- Portfolio spanning both on-premises/hybrid and SaaS, including the pricing tension between them
- Consumption or usage-based pricing experience; channel, MSSP, or hyperscaler marketplace motion
- Familiarity with the compliance drivers behind data security spend (GDPR, PCI DSS, DORA, NIS2, data residency and sovereignty)
- SQL or BI tooling (Tableau, Power BI)
Thales, champions inclusion and we believe diversity strengthens the fabric of our culture. We are an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, colour, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.
