Sr Director Sales, Commercial

IDEMIA is the global leader in identity and security. Our mission is to create a safe and simple future where identity verification is indisputable, and only you can assert your identity. We are a distributed company leveraging the latest technologies to deliver world-class products in the private and public sectors of finance, telecom, identity, security, retail, sports entertainment, commercial, government, and IoT. We use a variety of technologies and approaches to deliver quality product and services to government agencies and technology companies. IDEMIA is a made up of a group of 14,000 diverse people from different nationalities, speaking over 20 different languages. Together, our solutions impact the everyday lives of citizens and nations. In this ever-changing world, protecting your identity is paramount. Join the team that is ensuring one person- one identity.

Responsibilities

The ideal candidtate will have a strategic sales background and a hunter mentality

Player coach responsible for leading the Commercial team, responsible for developing and executing on the team strategy. Accountable for the overall team number. Will use their existing network and industry knowledge to develop leads. If successful in the player/coach role, the ideal candidate will move up to just manage the team and will not be responsible for any inidividual opportunities.

Lead a monthly pipeline review for their team, providing accurate updates on the forecast from the SalesForce tool

Manages all elements of the sales cycle within assigned territory with primary focus on new accounts including sales prospecting activities, follow-up, business value analysis, sales price, discounts negotiations, and involvement in proposal development and effective management of the sales closure.

Executes the sales strategy and territory business plan to surpass all sales objectives from a revenue, profit, and customer satisfaction perspective.

Develops detailed business case and ROI scenarios to document the value of pursuing potential opportunities and related benefits.

Conducts market research to understand competitors and market trends.

Provides innovative ideas and suggestions to improve the market presence.

Maintains relationship with existing customers by gathering customer feedback leading to improved customer satisfaction, product development, and market analysis.

Provides input to product management and communicates the needs of the customers and the marketplace.

Develops a comprehensive knowledge of IDEMIA products and technical architecture, industry characteristics, and competitive environment.

Responds to solution and product inquiries.

Collaborates with Sales Director and Vice President to establish and controls budget for sales promotion and trade show expenses.

Adds a positive sales culture and sale centric atmosphere among the team members.

Maintains an ongoing contact database and reporting of sales activities.

Performance goals: annual forecasts, quarterly and monthly revenue streams.

Qualifications

Must have 10 years of experience in the commercial sector

Experience leading a sales team

Experience developing and executing on a sales strategy

Deep understanding of the commercial sales process

Experience in Smart Credentials and Identity Management a plus

Experience building a managing a pipeline in a SalesForce or CRM tool

Must have strong leadership skills with capabilities in business development, proposing innovative solutions, value propositioning, and motivating non-IDEMIA employees.

Must have experience in working collaboratively with business partners

Must have excellent organization and time management skills which includes planning, organizing, and prioritizing with attention to detail; must be able to understand and manage conflicting priorities; must have a proven track record for timely delivery of multiple parallel objectives, cost control, and customer satisfaction.

Must possess strong problem-solving skills

Full-Time Regular