Director Sales, Border and Airports

IDEMIA

About The Position

IDEMIA Public Security, a division of IDEMIA Group, is the leading provider of secure and trusted biometric-based solutions, transforming public and private organizations across the globe. Our industry-enabled and client-specific solutions draw upon decades of expertise in biometrics to revolutionize the fields of public security, justice and public safety, travel and transport, identity, and access control. Built on privacy and trust, our market-leading iris, fingerprint and facial recognition solutions top independent benchmarking for accuracy, fairness and scalability. These exacting standards enable our clients to build safer, fairer societies where people can live, interact, and move about freely. With 4000+ employees around the world and 150+ partners worldwide, we offer more than just a job - we provide a dynamic environment where innovation thrives, opportunities abound, and your talents are valued. Be part of a global leader shaping the future of biometric based technology. Learn more here. The ideal candidate will have a strategic sales background and a hunter mentality Responsible for developing and executing on a sales strategy in Border & Aviation market. Player/coach role Manage a team of sales reps Develop a partner or channel strategy to maximize growth Will use their existing network and industry knowledge to develop leads. Lead a monthly pipeline review for their team, providing accurate updates on the forecast from the Salesforce tool Provide coaching and direction to your team to help them advance deals 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. 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. 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 bookings

Requirements

10 years of experience selling into the US Homeland and or Aviation sector. Experience with TSA a plus.
Experience developing and executing on a sales strategy
Deep understanding of the US public sector sales process
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 customers
Must have experience in working collaboratively with internal stakeholders such as solutions, proposals, etc.
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

Nice To Haves

Experience in biometric and identity solutions a plus

Responsibilities

Responsible for developing and executing on a sales strategy in Border & Aviation market.
Manage a team of sales reps
Develop a partner or channel strategy to maximize growth
Will use their existing network and industry knowledge to develop leads.
Lead a monthly pipeline review for their team, providing accurate updates on the forecast from the Salesforce tool
Provide coaching and direction to your team to help them advance deals
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.
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.
Adds a positive sales culture and sale centric atmosphere among the team members.
Maintains an ongoing contact database and reporting of sales activities.