Q4 Strategic Sales Plan & Target Review - Thales Australia

Q4 Sales Performance

Strategic Sales Plan & Target Review

Clara Metti | Cybersecurity Premium Services

Thales Cyber Services Australia | 2026

Q4 Target Dashboard

Clara Metti | Cybersecurity Premium Services

$1,411,117

$0.00

0.00%

1.4x

$209,056

$1,648,407

$1,202,061

2026 SIP Annual Objectives

Sales Individual Contributor | Cybersecurity Premium Services | SIP Rate: 49%

Individual Order Intake

60%

$7,435,000

Threshold: SIP activates at 45% performance

Accelerator applies above 100% (capped at 200% payout)

45% – 150%

0% – 200%

Individual GMOI %

30%

21%

Threshold: SIP activates at 60% performance

60% – 110%

50% – 150%

Qualitative Objectives

10%

CRM Management & Forecast Accuracy

Offering Knowledge Initiative

Marketing Events & Campaigns

Assessed quarterly (25% per quarter)

0% – 100%

0% – 150%

Period: Jan 01 – Dec 31, 2026 | Region: Australia & New Zealand | Payout Cap: 180% of SIP Target

Quarterly Net OI Targets

2026 Phased Target Breakdown — Clara Metti

$7,435,000

Pipeline Status & Gap Analysis

Q4 Coverage & Path to Target — Clara Metti

$1,411,117

$0

$1,202,061

$209,056

$1,648,406

1.4x

$209K

$1.20M

⚠️ Action Required: $1.2M gap with 0% booked — full pipeline activation needed to achieve Q4 target

30-60-90 Day Strategic Sales Plan

Aligning with Government Objectives | Q2 2026

Days 1–30

1 Apr → 30 Apr | Ramp Up & Alignment

Validate Q2 pipeline ($2.4M weighted)

Align top 10 accounts to revenue potential

Strengthen CRM accuracy & forecast discipline

Cyber Security NSW, Port Authority, DPHI, City of Ryde

Book 10–15 customer meetings

Run pipeline review per account

Days 31–60

1 May → 30 May | Execution & Pipeline Build

Customer Outreach

Intro meetings, discovery sessions, strategic reviews

Whitespace ID

Align to compliance timelines, renewals, modernisation goals

Pain Point Mapping

Match Zero Trust, SOC, Identity to mission needs

3+ opportunities validated, Engagement cadence in motion

Days 61–90

1 Jun → 30 Jun | Delivery, Close & Impact

Tailored Growth Plans

Strategic initiative alignment per top accounts

Technical Validation

SE and partner support across critical sales motions

Pipeline Reporting

Weekly summaries for leadership & forecasting

Growth plans documented, Qualified pipeline tied to 3 initiatives

Key Plan Components

Strategic Pillars for Q4 Success

Customer & Territory Management

Prioritise top accounts, territory heat map, relationship mapping

Key Stakeholder Relationships

Build and deepen relationships with decision-makers at Cyber Security NSW, Port Authority, DPHI, City of Ryde

Broadening Product Adoption

Zero Trust, SOC, Identity, MXDR — match solutions to customer mission needs

Customer Needs & Industry Trends

Discovery sessions, pain point mapping, compliance timeline alignment

Internal Team Collaboration

Deep-dives with SEs, marketing and channel partners, cross-functional workshops

Key Insights & Next Steps

Structured Approach is Critical

The 30-60-90 day plan provides a disciplined framework for pipeline conversion and account engagement.

Pipeline Coverage Exists

1.4x coverage ratio ($1.65M total pipeline) provides sufficient opportunity to close the $1.2M gap.

Execution is the Priority

With 0% booked, immediate activation of pipeline deals is essential for Q4 success.

Activate top pipeline deals — focus on Cyber Security NSW, Port Authority, DPHI

Complete CRM hygiene and close plans for all active opportunities

Book 10–15 customer meetings in April

Deliver cross-functional workshop with SE and partner teams

Submit weekly pipeline reports to leadership

Foster strong relationships • Enhance product adoption • Drive meaningful results aligned to strategic objectives

Thales Cyber Services Australia | 2026 SIP