US Federal Business Development Director (HID177)

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Full-time
HID Global
2019-08-12
Region: 
Remote North AmericaUSRemote

This position will work out of office in Arlington, VA.

HID Global powers the trusted identities of the world's people, places and things. Every day millions of people in more than 100 countries use our products and services to securely access physical and digital places. Over 2 billion things that need to be identified, verified and tracked are connected through HID Global’s technology. We make it possible for people to transact safely, work productively and travel freely. We work with governments, universities, hospitals, financial institutions and some of the most innovative companies on the planet—helping them to create trusting and trusted physical and digital environments so that they and the people who use them can fulfill their potential. Headquartered in Austin, Texas, HID Global has over 3,500 employees worldwide and operates international offices that support more than 100 countries. HID Global® is an ASSA ABLOY Group brand. For more information, visit www.hidglobal.com.

HID Global acquired Crossmatch Technologies in September 2018.  This position supports business development efforts for biometric solutions that were formerly provided by Crossmatch Technologies. This business development role enables the HID inside sales force’s success as well as impacts product development in shaping the future of our customer influence within the identity industry.  The key objectives of the business development organization will include:

  • Demand generation and requirement influencing for biometric solution opportunities 12-24 months out for the federal sales force.
  • Leading sales efforts for large and strategic accounts.
  • Identify new vertical markets and targeted solutions.
  • Provide input to product line managers on future platform requirements based on customer feedback and market intelligence.
  • Develop and retain alliance partnerships Identify third party products for HID to deliver end-to-end biometric solutions meeting customer requirements.
  • Work with marketing and government affairs to establish and execute strategy and strategic messaging.

Duties and Responsibilities include the following. Other duties may be assigned.

  • Responsible for identifying future opportunities within targeted major accounts.
  • Establish optimum Federal agency contacts to insure positive influence of the Federal government procurement process.
  • Manage and deliver sales to the U.S. Federal government agencies.
  • Responsibility for accurate forecasting through Salesforce CRM.
  • Develop and implement a business plan for the federal market opportunities.
  • Establish presence in Washington, D.C. to grow relationships with agencies, major contractors and political contacts.
  • Expand the existing network penetration for major accounts.
  • Influence procurement process pre-RFP within targeted agencies.
  • Work effectively with Solution Engineering team to define customer operational requirements and create solution configurations.
  • Identify new solutions in new markets to effectively expand products and services.
  • Produce case studies to be shared across markets for successful replication of solution sales.
  • Produce whitepapers describing thought leadership around biometric solutions, enhancing brand awareness and providing new tools for sales force.
  • Coordinate with marketing team in demonstrating technology solutions at trade shows.

Responsible for the identification and initial coordination of third-party hardware and software offerings for resale.  This includes integrating those offerings into our internal processes and coming up with the mechanism to take these offerings, combine them with our professional services and integrate those combined requirements into new solutions for sales to quote to customers.

  • Provide feedback on market trends as represented by our clients and partners.
  • Provide input to HID review process to move third party relationships and solutions through the toll gates as well as providing pricing recommendations based on market conditions and industry standards.
  • Work in coordination with Marketing to research and benchmark product and solution comparisons.

Responsible for developing and maintaining partner alliances with different strategies in the various global regions.  This strategy shall include (but not be limited to):

  • Identify, establish and maintain strong relationships with partners, systems integrators and resellers, particularly targeting partners with key contract vehicles.
  • Coordinate RFP and teaming agreement responses.
  • Provide feedback on market trends as represented by our partners. Maintain a high level of biometric industry knowledge as well as market positioning of partners.
  • Help establish Reseller and VAR agreements in coordination with Sales, Legal, and Accounting.
  • Work with international sales team to identify and support Foreign Military Sales (FMS) opportunities and projects.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Works effectively within the matrix, promoting trust and communications across business segments.
  • Collaboratively builds strong relationships.
  • Strong interpersonal skills; networks outside and inside the organization and builds positive relationships with key individuals and groups.
  • Well organized, multi-task oriented and willing to assist anyone, at any time.
  • Serves as a role model to other employees.
  • Self-motivated and maintains a high level of work quality, focuses of detail and dependable in meeting commitments and fulfilling obligations.
  • Builds and strengthens customer relationships; finds better ways to meet customer needs; acts ethically, maintaining the highest personal and professional integrity.
  • Delivers exceptional performance; strives to achieve stretch objectives; focuses on results, not efforts.
  • Drives initiatives to achieve organizational targets; able to adapt to rapidly changing conditions; continually seeks ways to improve process; demonstrates creative, cost-effective solutions.
  • Ability to create strategic global presentations, case studies and white papers

Education and/or Experience

  • Minimum Bachelor’s degree required
  • Minimum 7 years of demonstrated strategic selling or related activities
  • Biometric industry experience essential
  • Understanding of Federal government procurement processes essential
  • Excellent analytical, verbal and writing skills with strong attention to detail and follow up skills
  • Ability to present in front of large customer settings as well as one-on-one business meetings
  • Past military experience or direct sales experience with the federal government a plus
  • Security clearance eligible

Language Skills                   

  • Ability to effectively communicate in the English language, both verbally and in writing.       

Computer Skills     

  • Proficient in MS Office applications, such as Word, Excel, PowerPoint, Sharepoint, etc.
  • Proficient in Salesforce CRM and Configure Price Quote (CPQ) applications.
  • Familiar with operating systems, such as Windows, etc.
  • Familiarity or ability to learn biometric enrollment solutions to conduct demonstrations and address customer questions.

Customer Expectations

  • Constitutive sales skills with a focus on solving customer pain points.
  • Ability to effectively capture customer requirements and work collaboratively with sales engineering to create technical solutions.
  • Good listening abilities and interest in understanding customer’s primary issues.
  • High degree of conscientiousness, attention to detail, and ability to overcome roadblocks that delay or hinder customer satisfaction.
  • Clear and frequent communication to follow-through on action items.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Employee works primarily in an office environment, within a well-ventilated area, and is exposed to moderate noise levels.       

Work Requirements

  • Compliance to all relevant HID Global policies and procedures related to Quality, Security, Safety, Business Continuity, and Environmental systems.
  • Travel and fieldwork, including international travel may be required. Therefore, employee must possess, or be able to acquire a valid passport.
  • Must be legally eligible to work in the country in which you are hired.  

 

HID Global is an Equal Opportunity Employer/Minorities/Female/Disabled/Veteran 
If you have a disability which limits your ability to apply online, please contact us at [email protected], to submit your expression of interest in a position with our Company.